PARTNER UP to Turn Prospects into Buyers
Commit this seven-letter sales solution to memory for long-term success
By
Ed Rigsbee
and Csp
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R—Relevance is a must. Too often, I have observed salespeople acting like what I call a “features
jockey,” where they spend so much time trying to impress their prospect with their product knowledge that prospects don’t have time to buy, should they want to. Don’t make the mistake of blowing your prospect over with a blast of information when he only needs and wants a little breeze. If you did well in assessing the real situation, making it relevant should be easy.
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