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The Truth About Closing |
Steve Marx on why closing should be a process, not an event
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Salespeople often work themselves into a frenzy about The Close. The run-up to The Presentation involves revision after revision and rehearsal after rehearsal.
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Are You a Bulldozer, a Gofer, or a Partner? |
Steve Marx on Three Sales Relationship Types
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Most B2B salespeople are either bulldozers or gofers. I’m not talking about style. So when I say bulldozer, don’t be thinking of some guy who’s obnoxiously aggressive, in-your-face, never taking no for an answer.
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