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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 3. Who Will Buy?

Rule 1: Always think about sales and selling from your customer’s or prospect’s point of view not yours. Step into your customer’s shoes.

One of the most common pitfalls in sales is to be too seller- or self-focused: “my product”, “my service”, “me”, “I”, etc. As entrepreneurs, business owners and inventors, we have come up with an idea, concept, product or service and think it’s brilliant (or at least hope it is!). We may assume that if we simply tell the world all about it and how great it is everyone will want to buy. There is a mistaken belief that telling is selling – if I tell enough people about what I do, someone somewhere will buy. This is not necessarily true.

Yes, of course you should believe in yourself ...

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