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TAG: directness

How to be direct in sales

August 4, 2014By

At the end of a sales presentation the words, “We like your numbers; we’ll get back to you,” are the kiss of death. It’s in this case my third habit of successful salespeople—be direct—would come into play. (See Web Extra for all six habits.) Selling is a process of successive trial closes designed to manage the prospect’s “objections” and help... read more