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The New ABCs of Selling…

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I must be old, but I came up in a time when the ABCs of selling was: Always Be Closing! And, I’m pretty sure that that was bad advice at the time, but now I am certain it is even worse advice because the fact is that with so much information, knowledge, and noise…it is easier than ever to shut someone down who is always closing because that nonsense becomes just more noise.

As we evolve and selling adapts to new market conditions, the ABCs of selling still exist, but they have evolved to mean:

Always Be Connecting!

Before I get a ton of comments and emails about but what about closing, I’m getting there.

But as a sales and revenue generator, you have to constantly be connecting with your market and your clients.

Connecting doesn’t mean not closing…

Connecting means providing value and creating a bond with your target market.

The sales process has to evolve from initial meeting, relationship building, to immediately creating value…

If you aren’t an immediate value creator, you are behind…

And, don’t give me this: “don’t give away the goods for free” crap.

That’s bull.

Context matters and the context is what your clients will pay for, after they realize the kind of value you create.

 

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