Selling: Art or Science, Negotiation or Persuasion?

November 7, 2012 by Bonnie D. Graham

Selling. Today’s savvy salesperson must combine many skills: a gatherer-analyst of customer and competitor data; social business guru; collaboration champion; and much more. Our experts speak.

Barry Trailer: “There is work to do in every sale. Imagine holding your hands two feet apart. The more work you do ‘selling’ – identifying key buying influences, needs and personal wins, establishing and elevating relationships, etc. – the less ‘negotiating’ you need to do. So, if you do 18″ of selling, you have 6″ of negotiating ahead…4″ of selling, 20″ of negotiating. Simply stated, there are no shortcuts.”

Anneke Seley: “The business of sales is changing; whether your business changes with it will determine your long-term success.”

Ross Wainwright: “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather in a lack of will.” (Vince Lombardi)

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