What is the most misunderstood word in the workplace? I would argue that it is “value.” Two “ values” are important in sales: the value your product or service can bring to a customer; and the ethical values that underpin how you do business. Both of these are just as important as they are hard to understand. This week, we’ll try to get clarity on ethical values, and next week turn to selling on value.Read More
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So when did I fall in love, and how did it happen? In particular, there was one sales experience that taught me what sales was all about: Listening to people, earning the right to make suggestions, and getting them to the right solution. What follows, is the story of that experience.Read More