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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 10

What Customers Expect from Salespeople

What if it turned out that salespeople were routinely leaving money on the table? Despite all the seemingly legitimate reasons for why selling is harder today, what if it turned out that customers are actually willing to buy more and at higher prices, if salespeople would engage them in ways that better aligned with what they truly want?

Those questions underlie an ongoing research study by BTS. Our data suggests some interesting conclusions:

image  Customers want salespeople to help drive their overall business results.

  A significant gap exists between what customers want from salespeople and what ...

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