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Don't Convince and Coerce Prospects, Influence Them
RainToday's Sales Tips & Techniques Podcast
English - August 09, 2011 11:00 - 16 minutes - 15.2 MB - ★★★★ - 9 ratingsBusiness Education complexsales leadgeneration sales salestraining Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
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Next Episode: The Best Way to Sell Professional Services
Often salespeople think they have to convince prospect to buy their services, and they won't let up until they finally say yes and they get their money. That is not how you develop longtime clients that sustain your business over the years. You want to influence them: ask questions, make recommendations, and take them on an emotional journey where they see how their lives will be better if they work with you, says RAIN Group co-president John Doerr.