CHAPTER 9Sell More Without Even Being There
WE’VE ALL DREAMED of the perfect sale, the one where we no sooner walk into the buyers’ office than they hand us a signed purchase order for the largest quantity we’ve ever seen. What’s even better is that the buyers proceed to tell us the price they are going to pay is 5 percent more than the list price and the funds will be deposited tomorrow. That would be a dream, wouldn’t it? I’d even call it an impossibly good dream. Your challenge is finding a way to make this dream come more or less true. It all starts with preparing customers for the sale and, more important, helping them begin to see you as a partner, rather than simply a vendor.
What makes this more of a challenge than ever is how the Internet ...
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