I will never forget the one sales course I took many years ago. The instructor was great…high energy, engaging,….but I don’t remember much of the theory besides something about peeling back the onion and asking open-ended questions….
What I will always remember;however, is what this instructor emphasized – the biggest differentiator in the sales process is “YOU”. That’s right, not the product, the price, you….
It’s funny…because twice in the last week deals came down to this very point. We lost one and we won one. The buyer, in both cases, clearly stated that the reason for the decision was the way the process was handled and how the buyer felt the relationship would be handled.
We can’t always control the product but we can absolutely control our behavior.
Brick
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