A buyer connects with a salesperson because he needs help finding his way. Even with all the knowledge and information available to him especially through the Internet, he still needs help. These days, thanks to information overload, the buyer needs even more help than ever before. In essence, when the buyer connects with the salesperson through conversation, he’s asking the question: “How can I know the way?” The Champion demonstrates he knows the way by being who he purposed himself to be when he became a Powerful, Professional, Customer Servant Salesperson.
What you will learn about your business and yourself as you read this book:
Why courage is so necessary in order to be powerful and how to find it
How to maximize opportunities to gain trust early
How to improve relationships with people that matter
How to move from “doing the sales close” to “being the closing”