Most salespeople concentrate the greatest portion of their time on becoming better at what they “do”. They focus on product knowledge, industry activity and marketplace awareness—all of which are very important, but only at the correct time. Before a prospect actually becomes a customer, focus on being a salesperson.

Until the sale is made, all efforts should be focused on “selling what you do”. This may entail uncovering problems, discussing solutions, determining that “real” compelling reason that they will buy and whether they are the authorized party to make a purchase.

Don Zavis is an accomplished executive with a successful history of taking private and public organizations to new levels of sales and profitability. He has an outstanding record of hiring the highest level of sales achievers, training them to their fullest potential and consistently coaching them to perform in the top 10 percent of their industries.

For more information, call Zavis at 520-903-4654. See ad, page 35.