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Successful Selling for Small Business: What It Takes and How to Do It by Jackie Wade

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Chapter 2. A Simple Sales Framework – The Vital Ingredients

For those new to sales, here’s a quick overview of what selling is all about.

First and foremost, it is simply about connecting with the right people, in the right way, with the right solution. The emphasis being on the word right; otherwise it’s wrong and probably won’t work!

Next, it’s about demonstrating or communicating the clear benefit(s) or value of your offering to your buyer so that it’s obvious your product is right for them. Make this a “no-brainer”.

Then crucially, it’s about facilitating change – helping the buyer take action … with you!

If it helps, think of moving your customer from Place B (without you and your product) to Place A (with you and your product), Place ...

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