opening up the sales and closing the sales is equally important

Dear Participants,
Last session we have a discussion on selling process. we were discussing different aspects of selling process. some people believe that process is important but the important mistake which people make in their sales process is that they do not give much emphasis on pre sales prepration and opening up the sales. I have heard most of the time sales guy say they could not able to get the prospectus.i will post the further teaching note related to this after the class ... c u in the class