Nothing happens until someone sells something. Every company, big or small, depends upon the ability of those who are hired to sell their products or services. Stop talking to your customers and start selling.

Action Step:
Ensure that you have discovered what it is that your customers need – and then start selling them the solution.

Answer These Questions:

• Are you spending too much time building a relationship with your clients and not enough time actually selling to them?
• While building rapport with your customers have you actually managed to ascertain what it is that they need from you?
• Can you define any obstacles that may be preventing you from making sales?

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