Friday, August 26, 2005

Print sales superstar - con'td

Applying the wisdom shared with me by a trucker I worked with back in the day,
Do One Thing First.

The one thing to do first is number 6 - listen. The philosopher
Wittgenstein is quoted as having said "Don't Think. Look." In the case of sales, it could be usefully modified to read "Don't talk. Listen."

A potential prospect, customer or client can usually describe what they want. If they can, job one is to respond to that, first. But the real opportunities come from understanding what they need, not just what they want. To get a fix on what that might be, and how what you can do can help them there is no better approach than to look and listen - very carefully and actively.

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