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October 02, 2008




It's commonsense that salespeople are rewarded for showing genuine interest in their prospect's needs - even when that need isn't in their best interest.

The old sales adage ABC (Always Be Closing) created huge amounts of frustration for me early in my sales career; when I asked for help the message I got was close, close, close. "But If all I do is close, close, close then when do I actually help prospects? I never got an answer to that question.

Great article Gill, thanks.

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Who Is The Sage of Selling?

  • Gill E. Wagner
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