Are You Selling or Are They Buying?

A sales mentor of mine (and my closest friend) often reminds me that sales is not about selling, it’s about buying. No matter how hard I sell, if the other party is not buying, we won’t have a deal.It’s easy to lose sight of this simple mantra when, as this author points out, our intention shifts from helping the client to helping ourselves. When the conversation becomes about self-interest, communication shuts down, and so, probably, does the opportunity.We often talk about how we can help…

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