Seth Godin has a quick but thought-provoking post on what consumers want.
How does this apply to sales, and the professionals who engage in sales?
Assuming Seth's assumptions are valid (and I think they are), it should tell you something...
It should tell you something about how consumers view cold calling, shouldn't it?
It should tell you something about how consumers view your follow-up and customer service, shouldn't it?
It should tell you something about how your customers would view intelligent, open ended questions, shouldn't it?
It should tell you something about giving value throughout the sale (especially after the sale), shouldn't it?
What else is it telling you? Think about it. This affects your sales, your career, and your earnings.
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