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8 SELLING SINS _____________________________ SIN ON THESE AND YOU ARE DEAD MEAT #1 NOT LISTENING LISTEN TO WHAT THEY SAY TALK WHEN YOU MUST #2 NOT BEING ACCOUNTABLE DON’T PASS THE BUCK, EVEN WITHIN YOUR FIRM; BUYERS WANT YOUR PERSONAL SKIN IN THE GAME #3 NOT UNDERSTANDING THEIR BUSINESS THEY WON’T ANSWER ZILLION QUESTIONS DO YOUR RESEARCH #4 NOT BEING AN ALLY THEY RISK CAREERS TO DO BUSINESS (WITH YOU) REPRESENT THEIR BEST INTERESTS #5 NOT SOLVING PROBLEMS SELLING FEATURES STOP DIARROHEA ON FEATURES TELL HOW YOU HELP THEIR BUSINESS #6 NOT BEING ACCESSIBLE WHEN NEEDED ANSWER THEIR EMAIL OR VOICE MAIL WITHIN MINUTES, NOT HOURS #7 SELLING, NOT HELPING YOU DO THE THINKING ON HOW TO HELP NOT HOW TO SELL #8 WASTING THEIR TIME IF YOU AREN’T RIGHT CHOICE, SAY SO DON’T WASTE THEIR TIME, AND YOURS ALSO CHECK OUT 8 SELLING VIRTUES ON @SLIDESHARE ________________________ 8 SELLING SINS RAJESH SOUNDARARAJAN @RAJESHSOUND
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8 SELLING SINS
RAJESH SOUNDARARAJAN @RAJESHSOUND
SIN ON THESE AND YOU ARE DEAD MEAT
#1 NOT LISTENING
LISTEN TO WHAT THEY SAY TALK WHEN YOU MUST
#2 NOT BEING
ACCOUNTABLE
DON’T PASS THE BUCK, EVEN WITHIN YOUR FIRM;
BUYERS WANT YOUR PERSONAL SKIN IN THE GAME
#3 NOT UNDERSTANDING
THEIR BUSINESS
THEY WON’T ANSWER ZILLION QUESTIONS DO YOUR RESEARCH
#4 NOT BEING AN ALLY
THEY RISK CAREERS TO DO BUSINESS (WITH YOU)
REPRESENT THEIR BEST INTERESTS
#5 NOT SOLVING
PROBLEMS SELLING FEATURES
STOP DIARROHEA ON FEATURES TELL HOW YOU HELP THEIR BUSINESS
#6 NOT BEING
ACCESSIBLE WHEN NEEDED
ANSWER THEIR EMAIL OR VOICE MAIL WITHIN MINUTES, NOT HOURS
#7 SELLING, NOT
HELPING
YOU DO THE THINKING ON HOW TO HELP NOT HOW TO SELL
#8 WASTING THEIR
TIME
IF YOU AREN’T RIGHT CHOICE, SAY SO DON’T WASTE THEIR TIME, AND YOURS
ALSO CHECK OUT
MORE @SLIDESHARES FROM @RAJESHSOUND - 8 SELLING VIRTUES - SIX THINGS TO REMEMBER WHILE WRITING FEEDBACK - SIX THINGS TO REMEMBER WHILE RECEIVING FEEDBACK - WHY IMPERFECTIONS MAKE A PERFECT PRODUCT
8 SELLING SINS
RAJESH SOUNDARARAJAN @RAJESHSOUND
