A good sales manager needs to train their sales Force to recognize when someone is interested in what the company is offering. A good salesperson should notice this instinctively. If a prospect is interested in what you are selling or what your company is offering then the salesperson should spend time with the prospect and answer all their questions and work on handling any of their objections. There are various ways to determine when a prospect is highly interested and desires what you are selling.
A good sales manager ingrains this thought process into each and every salesperson in their sales Force. This insures more sales for the company. Generally speaking you can tell when a prospect is interested in what you are selling or what your company is offering by their body language and the types of questions they ask.
Folks who are not interested do not ask very many questions about the product or service, even if they need such products and services. You see, people buy what they want and desire and not necessarily what they need. Occasionally a salesperson can tip the balance and get someone who needs their product or service to become interested in it and change the interest to desire and close sale.
However, this takes time and energy and a good sales manager makes sure that their salespeople are efficient with their time. Their time should be spent on prospects, which are interested and have a strong the desire in owning and or purchasing what the company has to offer and what the salesman is selling. Please consider this in 2006.
Lance Winslow
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