Take some time now to replay in your mind the last dozen or so of your people’s sales calls that you observed. Were the salespeople coming across as consultative professionals or product pushers? Did they do more talking or listening? Was their objective to learn as much as possible as to improve the customer’s condition, or to launch into presentation mode as quickly as possible? And, most important, if you were the customer, how would you view the salesperson—simply as a self-interested vendor or as a true value creator, advisor, and trustworthy business partner? Amateurish
Evaluate call
