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Beyond the Sales Process by Dave Stein, Steve Andersen

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CHAPTER 1

Sales Simplified and a Dose of Blunt Truth

Sales is simple. Why everyone wants to complicate it today is what confuses me.

People and companies have needs. Those of us with sales responsibility represent businesses with potential solutions to those needs. Sometimes those people or companies with needs are already customers. There’s also an entire universe of prospective customers with whom we’ve never done business. These “prospects” have needs, too. In sales, our incredibly important, incredibly straightforward job is to connect with these customers and prospective customers to determine if our solutions will meet their needs. The more and better we do that simple job, the more successful we will be, and the more we will sell. That’s ...

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