Problems with Moving to the Next Sales Stage Before Finishing Prior Stages

Your prospects could be avoiding your appointment requests or possibly abandoning, mentally, from your interviews.

Our company has made a major sales process discovery after listening to several salespersons over the last few months.

We have identified the second most problematic challenge (behind contacting and prospecting) impacting salesperson performance.

Here are some of the things our company has seen or heard regarding not getting agreement at each stage:

• Telling the contact about your product or service before you prequalify the contact.
• Trying to set appointments before prequalifying contact.
• Talking shop talk to prospects before the appointment.
• Defending your brokerage against a competitor brokerage before, during or after appointment.
• Selling benefits and features before determining if prospect has a need.
• Jumping back and forth from interview/presentation mode to product conversations, confusing prospect.
• Talking about your last client before getting agreement with the prospect in front of you

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