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LEARNING
TO SELL
THE EASY WAY
To avoid emotional overload, the new salesperson should learn to
sell in a step-by-step manner. It’s essential to learn to establish
connections quickly with anyone. Presenting from a script pro-
duces limited results.Successful salespeople offer prospective customers compelling
value and collect buying decisions. This is the essence of selling. It
is not about persuading or convincing. You may not have thought
about the sales process in this way before. New salespeople often
are in emotional overload. For this reason, you will be learning to
sell in an easy step-by-step way. This chapter shows you how to start
with the least amount of emotional tension and also how to deal
with this tension.
So-Called Conventional Wisdom about Selling
What does it take to succeed at sales? In the help wanted section of
your Sunday newspaper, you’ll find many listings looking for sales-
people. Quite often the word “aggressive” is emphasized. Certainly
you would avoid any salesperson who was aggressive with you; so
would most people. It is not necessary or even desirable for you to
be aggressive when you sell. However, if you are in the habit of tak-
ing what you are given and not asking for more, then the simple act
of asking the customer to buy what you have may seem to be aggres-
sive to you.
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