Who wins the business from this client meeting?

A salesperson from Company Z is professional and thoughtful. The client asks 10 questions. The salesperson answers seven and offers to get back to the client with answers to the other three, which they promptly do.

A salesperson from Company X is professional and thoughtful. The client asks 10 questions. The salesperson answers all 10 questions on the spot and then asks the client three question to give them insights about their own needs.

All else being equal, the salesperson from Company X will win more business. This salesperson is an expert in their field. They anticipated the client’s needs and advocated for their success. That’s the “UpFor Way” and we will train your team to work with these intentions.