It is important for teach each and every sales trainer and sales training manager of any company with a large sales force to make sure that each and every salesperson that is on the team so they can recognize when a prospect is interested in what it is they are selling or offering. When a prospect is interested and begins asking specific questions about the product or service that the salesman is selling or offering the salesperson must draw in to answer any potential objections, which would kill the sale.

The salesperson must also ask questions of his own in order to make sure that he is on the same page with the prospect and can continue the sales process. Sales managers should also make sure that the salesman working for their company does not push prospects or potential customers into items, products and more services that are not right for their situation.

The most important thing during the sales process is to make sure that the products and services being offered are indeed a good fit. If not the salesperson will find towards the end of the sales process a number of huge objections and excuses as to why the prospect will not buy. Sales managers need to make sure that the salesperson understands what is happening and does not blame the prospect for balking at the last-minute. I sincerely hope you will consider all of this in 2006.

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