Success in prospecting requires a systematic process of locating potential customers which includes: Increasing the number of prospects Improving the quality of prospects Shortening the sales cycle by qualifying prospects The goal of prospecting is to build a prospect base, a list of current and potential customers. There are several sources of prospects. To name […]

Making compelling demonstrations of how your product can help prospects overcome their challenges by effectively using proof devices. The sales demonstration is a time-proven strategy that strengthens the presentation by attracting the prospect’s attention, stimulating interest, and creating desire. Few do it better than those working in home improvement. Several years ago, I attended a […]

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