Know your key competitive differences, sell them to your prospects, and a short story about what not to say on a sales call
I violated one of my first tips on improving productivity…I answered the phone. I was expecting a call from the caller’s area code, so I picked up the call…darn it…a sales call. I sighed to myself, and told him he had 30 seconds to make his pitch. He was taken aback by this, but recovered quickly. He was another me-too computer hardware reseller. At the end of his one minute speech, and right before he started into his second minute,…