Most salespeople put "Hopium" in their veins when they find a prospect for their product or service. But all "Hopium" does is make salespeople stay too long with the wrong prospects, that is, the ones the salesperson thinks will buy versus the ones that WILL buy.
This is a 4 component framework that everyone can understand and start using immediately to break their "Hopium" habit and close what's closeable NOW!! I've taught this framework to IBM, Cisco Systems and many sales forces of all sizes across a wide range of industries. It isn't based on product knowledge, industry knowledge or technical expertise. It's based on the premise that we all make buying decisions on 4 criteria. Once salespeople understand what the four are and how to know whether they exist in a specific prospect, they will know the likelihood that prospect will BUY and a pretty good idea of WHEN they will buy.
This framework can be taught in the form of an overview (1 hour), a seminar (3 hours), a workshop (6 hours).
Please feel free to check out my website at: www.salesmechanics.com, email me at firstname.lastname@example.org or call me at 804-833-9545. You can also see clips of me speaking before groups at www.danschultheis.com