Veteran entrepreneur Jack Huisman offers some useful insight into successful selling.
Huisman, who is director of sales for Health Decisions, wants his salespeople "reacting – not thinking" when they approach a prospect.
How do you get a prospect's attention when calling them? Huisman recommends giving them some good news and making them feel comfortable right away.
Be prepared for skepticism, Huisman warns, and have proof points or validation to move forward with closing the deal.