So, you've hustled and booked those critical meetings. Now, what's next? The burning question often is: What do I say? What do I ask? And what do I do with the information?
How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change?
In his book, The Science of Selling, David Hoffeld...