We’re now in the business of helping people to buy, not sell to them

The old sales practices of the previous century were fine for the time and worked well.  But then, salespeople primarily had to educate the customer in the product or service they were selling and lead them to a successful close. In this day, these old practices won't work.  Customers are much more knowledgeable and wise on the product you sell, some may know more than you. So what's the role of the modern salesperson? To help the customer buy. It's that simple.  Customers still want to buy. The new century…

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How to be consistently customer focussed

It was my fault. The smoke alarm going off whilst we were settling down for our supper. I'd forgotten the chicken which was still in the oven and smoking ferociously. Silly me, but I engineered a discussion over dinner as to what the children would do if the smoke alarms went off at night-time. A really serious issue. The children told me their elaborate plans one after the other.  They'd obviously thought about it before, good for them. But what about doing it for real?  3am, dark, cold, scared, stress.…

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