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Its all about how you sell and not just what you sell !!!
The 5 Profiles of Sales Professionals
Hard Worker Challenger Relationship Builder
•Always goes the extra mile •Always has a different view of •Builds strong customer
•Doesn’t give up easily the world advocates
•Knows customer
Tailor
Teach value drivers
•Offers unique •Can identify
perspective economic drivers
Take
•Two-way Control
communication •Is comfortable
skills discussing money
•Can pressure the
customer
Build Constructive Tension
Call Structure – Six Steps
Greeting
New Information
Opening