When I began selling almost 30 years ago, things were a lot different. Sure, the basics of selling are pretty much the same. I don’t think the basics of being a good listener, asking good questions, making an effective presentation, and asking for the business will ever change. They are still as important as ever. There are, however, some subtle changes in selling and building relationships in the past 30 years that have changed the game significantly, with the biggest change being how much harder it is to establish and sustain a loyal relationship.
Selling is different because the world is different. Today’s economy and business world are light-years from where they were when Ronald Reagan was president. ...
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