So, You Want to Start a Business?: 8 Steps to Take Before Making the Leap by Hess Edward D. & Goetz Charles D

Author:Hess, Edward D. & Goetz, Charles D. [Hess, Edward D.]
Language: eng
Format: mobi
Publisher: FT Press
Published: 2008-08-19T16:00:00+00:00

The sales process should be an interactive conversation with the customer—not a speech by you, and it takes two key skills:

Listening

Being a good detective

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Business Rule #30

You cannot listen when you are talking.

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Business Rule #31

You will make few sales convincing buyers you are smarter than they are or that you know their businesses better than they do.

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The Risks of Buying from You

To address and overcome the obstacles to sale, you need to understand them. The obstacles to sale are often one or more of the following:

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