CHAPTER 12
The Tools of the Trade: What’s in Your Toolbox?
“If you give people tools, [and they use] their natural ability and their curiosity, they will develop things in ways that will surprise you very much beyond what you might have expected.”
—BILL GATES, computer programmer, business magnate, and philanthropist
Though you probably don’t carry a hammer, saw, or screwdriver to your sales calls, you do need the right tools to make the conversation count for you and the buyer. In sales, the right tools help you make Win3 sales more efficiently and effectively.
A tool is anything that helps you get something done. In today’s selling world, the term “tools” is synonymous with software and gadgets. While the gadgetry and technology are helpful—and ...
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