#817 Storming the Castle

From our archive - Originally broadcast on 2/14/2020 enjoy this encore conversation with Matt Nettleton.  Sometimes, as a sales person heads out to make cold calls, it feels like they are trying to storm a castle.  They prepare to battle their way in the door.  My coach, sales professional Matt Nettleton says it doesn't have to be that way. Armed with a series of strategic questions, and a willingness to really listen to the answers, a sales person can actually encourage prospects to lower their defenses and actually invite the sales person in. KEY TAKEAWAY: Always go into a sales conversation with a list of prepared questions to uncover what a prospect really needs and guide the conversation.