Earlier I said that one of the central components of my sales philosophy is that it’s client-centric. That is, in everything you do as a salesperson, you should be asking yourself, “How’s this going to help my client solve his or her problem?”

That said, of course, you’re also in business to make money; if the client proposes terms unfavorable to you, you’re under no obligation to accept them in the interest of making him happy. What concerns me more is that many salespeople, especially those who sell services, seem to have a hard time delineating the boundaries between their interests and those of their clients. In this chapter, I want to put forward some ideas on what those boundaries should be.


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