How You are disengaging half of your customers

For them, socializing is actually painful

We start our selling process by the book and with good intentions. We are taught in sales that people buy from people…. Or, people buy from people they like or trust.  All very true.  So, we think that before we go into a sales presentation, we need to socialize with our customers.  Still true in my opinion.  This is the part of the sales call where we connect with our customers or prospects on a personal level.  We get to know what’s going on with them that day.

However, too often, we go too far.  As a sales coach, I get to see firsthand how far is too far.  Often, the socializing part of the sales call is the sales call

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