Free, Perfect, and Now by Robert Rodin;

Author:Robert Rodin;
Language: eng
Format: epub
Tags: SOC035000
Publisher: Simon & Schuster
Published: 1999-06-15T00:00:00+00:00

Manager’s Workbook

Everyone lives by selling something.

—ROBERT LOUIS STEVENSON

Unless you are selling Ginsu knives or swampland in Florida you want more from a customer than a signature and a check. You want a relationship, and the chance for still more sales.

You earn that by solving problems, not selling products. You have to listen, ask questions, and learn.

Think of selling as a cycle, not a straight-line rush to close. It’s a continuum of equally critical steps, from market research to marketing, prospecting, qualifying, commitment, and follow-up, and it leads to new opportunities for new market research. You’re not trying to close the customer. A “closing” is an ending, and the best sales never end. You’re trying to create mutual commitment to a process, working together as partners to understand the need, design the best solution, and profit together.

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