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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.
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About Jennifer Matt
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.
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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.