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Friday, 25 June 2010

Selling is a Scoring Game




Selling is a Scoring Game.
Each mistake gets (Á) Apathy points, each strike gets (É) Empathy points.
Your current score is the difference between the positive less the negative.

It's just as important that you CHOOSE the right behaviour
as that you EXECUTE the behaviour perfectly" 
       BMAC

i.e. A question about a Client's problem, if NOT appreciated by the Client,
then it does not matter how well you asked the question, it is a mistake!

Interactive Sales Competence is appropriate behaviours, well executed.



It is a combination of art and science.


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