By Catherine Jewell
You didn’t study architecture or engineering or any other profession so that you could become a salesperson. But, growing in your career means moving into sales. The higher you go in an organization, the more important selling becomes. Here are some tips for rookies who never believed they would have to sell.
1. Do Your Homework.
Never make a sales call or pick up the phone without doing a little research. At the least, check the prospect’s website and create two or three questions you can ask about the business. This replaces the old question: “If you could change one thing about your business, what would it be?” While this question is headed in the right direction, it proves you don’t know a thing.
A better question makes a statement, followed by a question asking what or how: “With the new bond issue passing, what are your priority projects in the next 12 months?” or “How is your company responding to the new regulations?”
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