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Changing the Sales Conversation: Connect, Collaborate, and Close by Linda Richardson

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 2Futuring: Meta-Preparation

“Sales has become more of a conversation between business equals, not a seller pitching a buyer.”

There is a radically new order to selling. The huge migration to the Internet and mobile devices has changed what your clients know and how and where they buy. They have fingertip access to a massive amount of knowledge, which has made them smarter. They come to the sale meta-prepared. Meta is the Greek word for beyond, and that is what is required of your preparation because clients expect you to know about their industry, business, and them before you meet with them. They expect you to add to what they already know.

While your clients are working to find ideas and solutions among the flood of information on their screens ...

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