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Posts Tagged ‘Nurturing’

Quit Selling & Start Helping

To understand selling is to understand that in the pursuit of profitable new clients you have no business trying to convince anyone of anything, ever. To the question, if my job is not to convince, what then, I respond: It is to help the unaware, to inspire the interested and to reassure the intent. This…

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Inspiring the Interested

It is often stated that all buying is emotional. While this is an oversimplification that gets many salespeople into trouble, emotions do play a role in most significant purchases. Knowing how and when emotions come into play allows the seller to employ the emotional tools of inspiration to his advantage. But seller beware: emotions are…

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