Sales People: From the Prospect's View

I just found this great post on GoDaddy, also a great resource for domains, hosting etc. It is a very complete and useful account into how the Founder and President of GoDaddy views his time spent on various activities daily including sales calls. A very interesting read.

It reinforces the fact that as Sales Professionals, if we aren't selling and closing, we are wasting the PGP's (Pretty Good Prospect's) time. I know you are thinking but what about building rapport? Yes that is number one, but if selling isn't hand in hand with rapport, you may have such great rapport that your PGP now has the comfort level with you to say no or extend out your sale because "hey we are such great friends, I know you'll understand."

Just be cognizant of the fact that your rapport was probably initiated because you were trying to sell them something.

Here's the link:

http://www.bobparsons.com/telephonetimesavers.html

Take it easy,
Your Sales Resource