So, You Want to Start a Business? by Hess Edward D. & Goetz Charles D
Author:Hess, Edward D. & Goetz, Charles D. [Goetz, Charles D.]
Language: eng
Format: epub
Publisher: FT Press
Published: 2008-08-19T14:00:00+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
* * *
Business Rule #30
You cannot listen when you are talking.
* * *
* * *
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.
* * *
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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