Sales professionals should emulate great doctors. We need to understand the customer's real problems, needs, goals, before we prescribe solutions. Diagnosing before solving improves the value we bring to customers.





Comments


Written by dabrock
4635 days ago

Shawn, you make a great point. I tend to like sales professionals who act as business managers or entrepreneurs. I think they present their solutions in a more complete context. Thanks for your comment.



Written by ShawnHessinger
4637 days ago

Another way to look at the evolving role of sales professional is to see them increasingly as entrepreneurs. If they're any good at all, they probably have a greater feel for business than most CEO's.



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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!