Try not selling – I know that probably got your attention!
Instead of selling, think about how you can help the person you are talking with – your customer – solve a real business issue. If you can do this, you will take an important first step towards bringing value, because you recognize who is helping who. You are helping the customer, not the other way around! You must show how your products and services help the customer if the customer is to help you by placing an order.
Simply looking at your products and services may not fire up the customer enough to place an order. Your brochure and slide deck, while good, probably won’t do this either. It is you that brings the magic to the show.
Sellers that focus on the big picture have the greatest chance to be viewed in a different light. By focusing on…
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