Be Part of the Decision

Sales

The job of the sales professional is to help each prospective customer make the decision about what is best for him or her.  You’re not to leave the choice to them, and you’re not to take the decision out of their hands with some manipulative trick.  You’re there to help the prospect through the process…

Defending Your Product

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If you find yourself defending your product against the objections of a prospective customer, you’re probably taking the wrong approach.  It pays to remember that the job of the sales professional is not to sell as many or as much of his product or service as he can, but to assist prospects with finding the…