Interview with Don Cooper

Do you know the difference between a suspect and a prospect? Don Cooper talks with Jim Blasingame about how to identify the profile of customer that is most likely to do business with you and how to prospect for just that group and not spend resources on those who aren't likely to do business with you.

Could you try being a heretic with your customers? Don Cooper talks with Jim Blasingame about doing some counter-intuitive -- or heretical -- things as you strive to differentiate yourself with customer.

Not knowing the difference between a feature and a benefit could actually contribute to failure. That's why Don and Jim talk about how to know the difference and how to use both to your advantage. Remember, a feature is important only to you, not to your customer.

Don and Jim talk about a number of issues around the selling process, especially the need to do more and better listening.

Don and Jim talk about why salespeople should get excited when they hear an objection, and what to do when you it happens.

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