Understanding The Advocacy Segment In the Multifamily Sale
by Doug Davidoff | Oct 9, 2014 12:00:00 AM
In most selling systems a tremendous amount of emphasis is placed on the presentation and closing abilities of salespeople. Phrases like “Always Be Closing,” and “Close Early and Close Often” are commonplace among sales teams. Yet, increasingly research from organizations like the Sales Executive Council, Forrester and others demonstrate that these approaches, while occasionally producing short-term results are ineffective over the longer term and create a number of negative consequences in the process.