What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

TIME

As we just said, all these approaches have merit and power in developing readiness to buy. They also all had their genesis in the business dynamics of their day. What about our day? We believe that the business climate today is different. We believe that the dynamics of buying and selling in the second decade of the new millennium demand a new paradigm, a new frame of reference, and a new way to understand and maintain readiness to buy.

Let’s take a pause to orient ourselves. Over these first three chapters we’ve continually sharpened the focus, starting with a macro-level economic perspective, then zooming in on the human arena, and now having a singular focus on the concept of creating and maintaining readiness to buy as the primary responsibility ...