Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers.
They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’
To learn how we can incorporate that mindset into how we sell, we sat down with Steve Weinberg, a sales author and trainer with a career of closing large deals under his belt. You’ll love the simple ways he showed us to invite and to say ‘no’ more, so that we can close deals sooner. It’s all in this week’s Bulletproof Selling podcast!