Leading sales trainer and author, Colleen Francis, recently had this to say about first impressions:
Salespeople will generally have between 4 and 30 seconds to make a first impression on prospective clients that will compel them to want to engage
This is a sobering observation. Most companies have a limited number of prospects and can ill afford to be making a poor impression that ends up in a prospect taking their business to a competitor. So it behooves the sales manager to make sure reps are properly prepared to make successful calls and/or the right reps are on the sales team.
To your success!
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