Posted by Chris Handy ● June 27, 2013

Should Sales Reps Give Prospects Homework?

I recently read an article called 5 Things Salespeople Should Stop Doing Immediately that pleaded for salespeople to stop assigning prospects reading assignments and homework.

Here is an excerpt that I have an opinion on.

"Stop… giving prospects reading assignments."

This is my rebuttal.

We have a defined sales and onboarding process. Part of that process involves the opportunity reading some materials and completing a worksheet. This allows us to customize a tailored solution that we know they are briefed on. It also allows you to filter through serious prospects, and those who are not yet ready to commit to digging in a little. So my caveat for number three, is: Keep homework assignments process oriented and relevant to the stage in the sales process.

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