April is celebrated as National Poetry month but for some people, poetry sounds like nothing more than sweet-talking. Does the kind of talk have room in a sales appointment? Those who hold a traditional view of corporate business might say yes. But then again, many sales advisors claim that the psychology of selling matters less than the sales process.

So which is it? Do you forego any hard facts like budget, need, or a prospect’s past experience? Or do you stick to them in order to determine if they’re really worth the time of your sales rep?

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