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|Английская художественная литература в оригинале Автор David P. Издательство Bloomsbury Publishing|
She is also a very successful sales manager for a major software firm. That day, Sue was the decision maker with the sum of all votes plus one. The salesman lost the sale because he made the false assumption that Nick was driving the decision-making process and held all the power. As Nick and Sue walked out the front door of the showroom, the salesman made one last-minute effort to reach out to Sue. He called out, БЂњAnd what about you, Love? IБЂ™m sure we could find a nice little run-around for you?БЂ« No understanding, no rapport, no trust, no sale, no going back ever. Alignment is usually different by industry. Bankers dress and act differently from academics, who dress and act differently from manufacturers. If you are selling to consulting firms БЂ” and we learned this early in our company history БЂ” you have to do a universal БЂњsearch and replaceБЂ« on your vocabulary. Most industries have a language and style of their own, and insiders can spot outsiders easily. There are a number of training courses to help people with this fundamental skill going all the way back to Meyers-Briggs and DISCБЂ”all of which are strong fundamentals and help salespeople match their selling style to the personality of the buyer ...
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