Selling is a profession. It’s hard work. Ultimately, it’s rewarding, because the thing you’re selling delivers real value to the purchaser, and your job is to counsel them so they can get the benefit/value.

My friend Ray is a great salesmen. How he sells is quite simple. He listens (for some that is hard work). The younger sales folks were more interested in getting the sale quickly and moving on to the next customer. Ray did the opposite. He listened to the customer.  After the conversation (listening) is over….all he asked the customer was when would they like it delivered?

At the end of the day Ray had his share of the sales.

That’s all it takes: Listen.


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