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Summer Sales School 2023 – Lesson #2


Kristie Jones – Stalled is Not a Sales Stage

Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely.

In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for keeping control of the sales process throughout the ENTIRE sales process not just during the discovery and demoing of the product.

Key Takeaways:

  • How to create an upfront contract with prospects that establishes how YOUR sales process works
  • Why it’s necessary to give prospects homework and a deadline
  • How to establish consequences for a prospect’s bad behavior
  • What are the signs that it’s time to walk away from a deal that’s not progressing

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