CHAPTER 11

Selling Strategies

Sales 101

People don’t care how much you know until they know how much you care.

—John C. Maxwell

No matter how much strategy you have, you still must be able to pull the trigger and execute. Selling skills are your number one tool in developing the element of trust. Like with many things, selling skills are not the only thing you need, but without them you face an uphill challenge.

Selling is simple. Listen to the customer. Ask questions. Push the focus back on the customer at all times. If every salesperson could do these simple tasks, it would put every sales author and trainer out of business.

Why are questions so important? You ask questions for two reasons.

  • They enable you to dive into the heart of the issue. ...

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