Of all the steps in the sales process, most of the attention focuses on the close. This is considered the most important step—a salesperson without a close is just a professional visitor, right?
Actually, interviewing the potential client holds the most weight. If properly executed, it establishes whether or not you have a viable prospect and gives you the chance to close ahead of your presentation. If the interview is correctly done, the presentation will be the conclusion of your work prior to that moment.
Goal 1: connect with the prospect
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