The short, pithy chapters of this book distinguish Real Selling from Not-Real Selling. Real Selling says, "My success follows my customer's success." Using a consultative approach, salespeople succeed when they improve the customer's Service to his own customers, his customer's Economics - profit and efficiency, for instance - and Life, the degree of ease and success the customer gains by using the seller's product or service. Working in this way, salespeople will im...
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