Friday, November 13, 2009

It's a Bit of a Dance

The sales process is a bit of a dance. It's true of all sales but most evident with a long, complex sales cycle and a high ticket price. The sales person has to remember to bring up the right information at the right time, to know when it's time to listen and when it's time to speak, when to acquiesce and when to be forceful, often with several people that have different world views and objectives.

When it's done well, like a well-choreographed dance, it looks effortless.

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