Sales Coach
Image via Wikipedia Do you have smart customers or dumb customers, and what does the answer say about your business. I assume my customers are smart and work hard at making them smarter, because that way they’ll understand what I’m saying about their wants and how those will be met by my offer. It’s true [...]
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Sales Coach
The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]
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