Ford Harding provides some useful guidance when two representatives from our organization are on a sales call: One will usually do most of the talking? What is the best role for the second. The "Monitor" to gently intervene when he or see sees some signs of potential dissatisfaction or unresolved concerns by others in the room, perhaps signaled by body language or restlessness on the potential client's part. You will be wise to read "The Second Seller Problem or the Value of Monitors".
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2 years ago
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