1. Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs. The customer appreciates the product knowledge, but is dismayed by the [...]
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Note To All Salespeople: If you plan to call me, you should know that there are 3 reasons I won’t take your call. I am a senior executive in my company, and you should do everything in your power to understand what matters to me if you want to do business with me. However, if [...]
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