Comment on Two Types of Prospects

by Russ R
(USA)

As I read this week's Sales Buzz on the 2 types of prospects, I realized this is something I already do but I've never formalized my opening scripts accordingly.

In the first sales meetings I rarely know what processing machinery the customer has so I kind of change my script without thinking about what I'm doing.

So you're article has made me think about having 2 different sales scripts right from much earlier in my pitch and I guess I will be asking the 'what do you do now,' question a lot earlier.

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