CHAPTER 8
Educate the Customer Using Two-Way Learning
SALESPEOPLE AND SALES MANAGERS have varied viewpoints on what sales education is. Here’s what sales education is not:
Telling the prospect all about yourself.
Telling the prospect the features of your product/service. This would be a regurgitation of product knowledge—something every salesperson wants to do, but really needs to do less.
Spewing out a standard sales presentation.
A demonstration ...
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