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Super selling by Infinite Ideas

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3. Changing your approach

What’s in this chapter for you

  • Learning to like and be liked
  • Asking the right questions
  • Diary of a bad sell 2
  • Work on your attitude
  • Gathering intelligence
  • Before you meet the buyer

‘I always imagined that great sales people were born with the gift of the gab. I came out of university with an engineering degree, and the only job I could find at the time was in sales support. I was naturally shy, but became more confident with people as I realized they wanted to listen to my technical expertise. I’m now in charge of world-wide sales, which I still sometimes find incredible! All I do is be straight with people, honest and trustworthy, and try to get on with them. It works! ‘

– Eric Cole, sales director

The truth is that ...

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