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Selling: The New Norm by Drew Stevens

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CHAPTER 8

Becoming a Buyer Peer

I’m going to utilize a classic Dale Carnegie opening question on you. “If there were a way that I can reduce your labor and create higher levels of selling success would you be interested”? Of course you would say yes! What I have found in over 30 years of selling is that too many individuals spend time with subordinates and not enough with buyers. I truly mean the individuals who can make a decision, write a check, and say yes to you. When you meet buyers, you immediately eliminate all the obstacles in the sales process and actually lessen the sales process. There are too many selling professionals today meeting individuals who are simply wasting their time and never able to make a decision. And, they’re found ...

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