When you want to make a sale

If you work in sales, I imagine:

1. You have stretching targets.
2. You’re short of time.

So I wanted to create a short chapter to address both of these, by explaining my five steps to winning a sale. To keep this chapter as punchy as possible:

  • Some of the steps are expanded on elsewhere in the book. If you want to read more, I’ve added the chapter references for you; and
  • The next chapter shows how to incorporate these steps into your proposals and sales presentations.

Before running through the steps, here are my three Golden Rules of Sales:

Rule #1: The customer is the most important person, so give her the information she needs to make the best decision.
Rule #2: The customer will buy when she knows you’re the one best ...

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