Q & A for Sales People — Drive Time

Q & A for Sales People — Drive Time

Question:  How do we get more calls in when driving time is so long? Answer: I’m going to answer this on two levels. First, when you have a big geographical territory with lots of windshield time, you have to do a better job of routing your calls to maximize the time...
Just Listen!

Just Listen!

  I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the...