Experience the sales process from the prospect’s perspective – from the warm introduction to your first meeting over coffee. Very often, the meeting is an obligatory courtesy to the person who made the introduction.

Putting yourself in your prospect’s shoes is something sales professionals often fail to do. Instead, we ask questions to uncover pain so that we can quickly solve I with our solution. But this is not the biggest mistake sales pros make. There is an even bigger one you may be overlooking.

Uncover the one thing you’re doing that is holding you back from becoming an elite sales professional. Grab a cup of coffee, a pen and paper, and learn how to change the trajectory of your sales conversations.

After You Listen: