D is for Dialogue

 

A recent study conducted by the Shyness Clinic in Menlo Park, California, revealed that almost 90% of Americans label themselves as shy.  Further, the California Department of Consumer Affairs estimates that 25% of all purchases result in some customer dissatisfaction, yet fewer than 30% of people actually complain.  The rest are too shy or just don't think it'll help.

The fix is obvious -- speak up!

Being more productive in sales is about having conversations with your clients.  The days of hard closes, premeditated 1-liners, and glib unpreparedness are over.  Have a conversation and the selling will automatically happen.

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