Preface

SELLING. WHAT A PROFESSION. Why do so many people love selling so much, whereas others hate even the thought of selling something? What is it about the topic of selling that causes so many mixed emotions? Better yet, why are some people so good at it, and others are always trying to get it right?

They say successful salespeople can sell anything. They’re right.They say successful salespeople are born, not made. They’re wrong.

Successful salespeople have five things in common:

1. They think like a customer.

2. They are proactive and always think one step ahead, and therefore they pull to control the Buy/Sell process.

3. They have a natural curiosity. They ask. Great salespeople do not have great answers . . . they have great questions. ...

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