CHAPTER 11
How to sell
T
hink about the best shopping experience you’ve ever
had. Did the seller bamboozle you with a well-rehearsed
monologue? Or did the seller enquire about your needs?
Did the seller make you feel inferior, or like an equal? Did you
feel listened to – or did you feel like you were being swept along
in the current of a sales pipeline?
Selling is about solving people’s problems by giving them things
they need at a fair price. ...
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