win-win

The Sales Person And The Prospect Want The Same Thing

For some reason, many sales people still feel that they and the prospect are on different sides of the issue. Many sales professionals today still suffer from the outdated thinking that selling is a battle; a contest. The whole though of “winning the sale” is an obsolete concept. Yet, you hear it all the time, sales people and management talk…

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You And The Prospect Are On The Same Side

It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person.  Your job is to help; to be of assistance, to serve. However, too many sales people still see the selling situation as a competition between buyer and seller.  It is the outdated “Pitch” mentality. Many…

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