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

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 3Heat-Mapping: Anticipating Client Needs

“Knowing a client persona is not the same as knowing the client.”

“Questions are more persuasive than telling.”

Data from Forrester showed that a scant 19 percent of clients rate their conversations with salespeople as valuable. This finding underscores the need for most salespeople to think twice about the conversations they are having with their clients.

Buyers have made it clear that they are tired of product pitches. It is worth repeating that the Corporate Executive Board study showed decision makers are as much as 57 percent through their buying cycle before engaging with salespeople. And there is no question the majority of these self-educating clients are using social media to get input from their ...

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