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Sales: Resisting the “Yes” Temptation

Sales isn’t just about being able to meet the stated needs of the prospect. Sales is a dance that starts with a gut feeling. First gain trust and show respect. Only then will your prospect be tuned into your intellectual pitch.

By Jennifer Matt
Published: April 8, 2011

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Jennifer Matt is the managing editor of WhatTheyThink’s Print Software section as well as President of Web2Print Experts, Inc. a technology-independent print software consulting firm helping printers with web-to-print and print MIS solutions. You can reach her at jen@whattheythink.com.

 

Discussion

By David Pilcher on Apr 08, 2011

Great article Jennifer!

 

By Steven Amiel on Apr 08, 2011

well stated-
apart from reverse auctions, most purchasing decisions are made emotionally, not intellectually. Good sales people do not sell people, they develop advocates who are committed to helping you win.

 

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