Changing the Sales Conversation: Connect, Collaborate, and Close

 1Introduction

‘Your sales conversation is the most important sales tool you have.”

‘What’s changed? Everything.”

In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying—and so are many sales. This book, the product of several decades developing hundreds of thousands of salespeople all over the world, is not about how to sell but about how to sell differently. It guides you in how to use the new links and technologies without losing sight of the very reason for making a connection in the first place—a chance to exchange ideas in conversations that lead to winning business and long-term relationships.

When I first began working with sales forces to improve their sales performance, sales talk ...