Author Seth Godin makes a keen observation that goes to the very core of successful selling: They have to want what you have.
Seth asks the question, "what are you doing to earn the right for you to speak with them?" Godin takes it from the angle of web traffic, but it is easily applied to sales. Click here to read his thoughts.
Think about it: Would you gladly talk to everyone about anything without a real reason or desire to initiate the conversation? Of course not. But that's what many salespeople are asking their prospects to do every day.
Do you?
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