Jerry Comer, experienced sales and marketing trainer and consultant discusses with Larry Nelson, w3w3® the necessary elements of an 'effective sales system'. Jerry, Co-Founder of the popular Comer & Associates, LLC., also gave a clean and clear definition of the differences between sales and marketing. He shares the 'Big 5" pitfalls to avoid. 1) Not being prepared 2) Talking about features and not benefits 3) Asking questions but not listening 4) Not knowing how to handle objections 5) Not asking for the order. Jerry laid the groundwork by pointing out how 'sales' has changed and how the sales dynamic has changed in favor of the buyer. His advice can really help sales managers put together the best 'system' for managing the effort of both small and large sales forces. New and experienced sales people will benefit from his 5 Steps of Selling - from Awareness to Commitment. Remember, selling is a highly professional activity that is frequently not done well and is often confused with marketing. LISTEN
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