Marcus Cauchi talks about why getting your prospect to say no quickly can lead to faster/shorter sales cycles.
Marcus Cauchi is a sales training expert for Sandler Training. He
calls himself 'The fitness trainer for sale people' He works with
CEOs & Channel Chiefs of technology vendors who recognise that
success is not a function of having dozens of channel partne
1 Stunde 26 Minuten
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vor 6 Jahren
Sam Sethi talked with Marcus Cauchi about why getting your
prospect to say no quickly can lead to faster/shorter sales
cycles and 90%+ closure rates.
Most salespeople have a wishbone, not a backbone. And they
qualify in sales by being given a business card and a phone and
told you are one.
Professional selling is like any other profession, you need to
work at it. You need to train constantly. So most sales training,
frankly, is a total waste of money, you would be better at buying
a bunch of lottery tickets. - Marcus Cauchi
He also has a new book 'MAKING CHANNEL SALES
WORK': Ten Tools to Create a World-Class Third-Party
Selling Program.
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