Thursday, May 26, 2016

Are you allowing enough time for a decision on a sales call? Sales trainer Kevin Davis says to find out how much time your decision-maker has and then only take 60% of it to allow for questions and an all-important decision.

I was on a call at a car dealership last week with one of my top AEs and as soon as we sat down, the GM said, "I only have 30 minutes." I said, "We'll only take 20." Our pitch was done in 15 minutes, we answered questions and went for the close, and got it! And we walked out exactly 30 minutes after we walked in.