In no particular order, five lessons in sales from various coaches and trainers, including Keith Rosen, Jeffrey Gitomer and Seth Godin (who is more marketing but truly understands sales too).
- It’s more important to learn what your customer does, than to tell him all about what it is you do.
- Search for problems. If there’s no problem, there’s no sale.
- Find out who the decision makers are. Learn their decision making process.
- Price becomes important if you have no Value. People would rather save time than money.
- Get commitments. Schedule follow-up meetings or phone calls.
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