How To Successfully Sell
href=”http://www.inc.com/topic/Jeff+Thull”>Jeff Thull, president and CEO of Prime Resource Group, states that there are four stages to closing a sale, Discovery, Diagnosis, Design and Delivery. He describes it as a process that you walk your customers through to reach the ultimate objective. Whereas he definitely knows his field and his process is a solid one, from my experience there are times when a sequence-based process, that is designed to move orderly and step-by-step, isn’t always possible. Thull’s system is on the money, but prospects are like the weather, you can never predict how they’re going to act or react. With that in mind, when talking to a prospect keep your basic system and outline in mind, but be ready to
