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Trust-Based Selling: Finding and Keeping Customers for Life by David A. Monty

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CHAPTER  10

Power in Sales

Don’t Give It Away

Wherever there is a man who exercises authority, there is a man who will follow it.

—Unknown

There is sure fire way to cut your sales in half with the very first sentence out of your mouth. I’ll get to that in a moment. But first let me say that I included this chapter because there are a few simple behaviors that you might not be aware of that can sabotage your results. And there are, likewise, a few things you can do to multiply your results.

Power, or authority, is required if you want to join the ranks of the best salespeople. The salespeople who take control of the sales cycle are most likely to win any given deal. There are many reasons this is true. In Chapter 5, “Trust,” for example, you ...

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