research meeting

A highly professional method for conducting a customer meeting, where the salesperson uses preparation and active listening techniques with the goal of enabling the customer to talk for 95% of the time during the meeting. This skill is central to the IMPAX process, and is described in “Beyond Selling Value – A Proven Process to Avoid the Vendor Trap” by Mark Shonka and Dan Kosch  (2002, Dearborn).

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Michael Webb

Michael Webb founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies. Michael helped organize and delivered the keynote speeches for the first conferences ever held on applying Six Sigma to marketing and sales. Connect with me on LinkedIn.

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