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Daily Sales Thoughts

The Title alone of this likely makes many of you Wonder!

Many Successful sales resources are focused on Reacting.  Reacting to customers, reacting to bosses, reacting to your company; that IS what some sales people do.

Unfortunately, it can really backfire.  As a sales professional, if you just keep reacting, it can have a number of negative effects:

  • The Customer will begin to expect that you will Always React, no matter the request.
  • You give away all of your Power to the Customer.
  • You lose the ability to Coordinate the Sales Process (Notice I did not say Control!)
  • Your Competition will know that you are taking this approach, and use it against you.

So, instead of Reacting, how about this as an approach:

  • Confirm that there is Reason to do what the Customer is asking of you
  • Question those Asking you the Key Questions:
    • Why is this Important?
    • Why is…

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