Sales: It’s not about the product, nor the client…

Yes. You read it correctly! Selling begun by putting and pushing the product to clients, using all tools (evil and good) to get the sale. It evolved throughout the years, to focus on the client. “Get in bed with your client” was one of the mantras we were taught 8-10 years ago to become great sales people. But now, it’s neither about the product, nor the client. Sales have evolved, and so did a few sales people, who have managed to ascend this level, and become something else. … More Sales: It’s not about the product, nor the client…

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Sales Coaching: Once you do this, they can no longer walk away…

In October 2013 I attended my first sales training seminar. One of the first things that we were told, and which is a recurring theme throughout all sales training programs, is that that when we are engaging with a prospect, one of the first things that we need to do as sales people, is that we need to identify who is the “decision-maker”. When asked “Why?” the obvious answer was that “It’s saving you the time to repeat everything twice”, which makes perfect sense. … More Sales Coaching: Once you do this, they can no longer walk away…