CHAPTER 1
The Importance of You in Selling: Being a Real Part of the Solution
“Always be a first-rate version of yourself, instead of a second-rate version of somebody else.”
—JUDY GARLAND
With today’s marketers focusing the bulk of their resources on data, hype, and having a powerful online presence, you might think that salespeople are no longer relevant. You might fall into the trap of thinking that buyers don’t need people in their buying process, taking up their time, when they can get “all the information they need” instantaneously over the Internet. Don’t believe it! In today’s world, where information is pervasive, you, the sales professional, are more important than ever.
What? The seller is more important than ever?
Yes, you heard ...
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