Funny as it may sound, companies have come to devalue the word sales. It’s no longer cool to say you are trying to sell something. Why? I don’t know. After all, all companies are selling something—selling is what makes businesses go! No reason at all to be anything but damn proud if the word sales is in your job description.
Still, there has been a shift in how businesses buy services—and it should correspond with a shift in how you sell your services or products. Most buyers today are very thoughtful about their purchases, and the bigger the contract, the longer the process is and, of course, the greater the number of people involved in the decision.
Thus, the high-pressure days of “you must close the sale ...
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