April 23rd 2007
Q. What do you believe the biggest mistake is that young sales people make versus the seasoned successful sales executives?
A. In my experiences with young sales execs, they commonly make the mistake of starting their pitch by telling the prospect about their sports, what they have to sell, and the price.
The experienced sales exec starts by building trust – connecting with the prospect – by asking questions and listening.
They then sell the organization, the product (ie, tickets, sponsorship) and services they’re offering, and close by asking for the sale.
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