http://www.alenmajer.com/2010/05/how-to-win-the-deal-without-discounting/ The Science and Art of Selling by Alen Majer Mon, 06 Sep 2010 14:54:21 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://www.alenmajer.com/2010/05/how-to-win-the-deal-without-discounting/comment-page-1/#comment-40239 Steve Hilliar Sun, 16 May 2010 08:14:19 +0000 http://www.alenmajer.com/?p=19#comment-40239 Only a handful of sales people in any organization are capable of selling. The big problem is most sales people are not aware there is a difference between making a simple sale and making a major sale. The skill set required for each is totally different. A major sale normally requires more than one interview. A simple sale is selling the gas while a major sale is selling the vehicle. Only a handful of sales people in any organization are capable of selling.
The big problem is most sales people are not aware there is a difference between making a simple sale and making a major sale. The skill set required for each is totally different.
A major sale normally requires more than one interview. A simple sale is selling the gas while a major sale is selling the vehicle.

]]> http://www.alenmajer.com/2010/05/how-to-win-the-deal-without-discounting/comment-page-1/#comment-40051 David of seo-writer.com Tue, 04 May 2010 16:33:32 +0000 http://www.alenmajer.com/?p=19#comment-40051 It is easy to see how much sense this makes by flipping it on it's head. If you don't truly understand your customer's needs, you won't add value. And if you don't add value, sooner or later you'll lose them - even if you win the sale in the first place. It is easy to see how much sense this makes by flipping it on it’s head. If you don’t truly understand your customer’s needs, you won’t add value. And if you don’t add value, sooner or later you’ll lose them – even if you win the sale in the first place.

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