Customer Centered Selling
Eight Steps To Success From The Worlds Best Sales Force
Chapter One
THE SELLING DILEMMA
I didn't want a big play once in a while, I wanted a solid play every time.
John Madden
There is a dilemma that exists within selling, and it has been around for some
time. On the one hand, as I will explain within this chapter, salespeople are a
dire necessity to many within our society. Unfortunately, however, it has
become fashionable to attack those who choose selling as a careen The problems
within selling have been accentuated by the many advances in technology and the
perceived need to transfer that knowledge to the customer. This in turn has
made many salespeople fit the stereotypical mold the public has held for so
long of a profession they know little about: "Salespeople talk, but they don't
listen."
I had been mildly aware of this problem but did not pay much attention to it.
Then one day while I was shopping in the local mall with my family, a chance
meeting with an old friend made me sit up and see the dilemma for what it is.
It was a ... read full excerpt from Customer Centered Selling: Eight Steps To Success From The Worlds Best Sales Force ebook
