Defeated before you start
Sales is a hard fought profession. It is a competitive and sometimes dog eat dog world. There are many obstacles to tackle and many objections to overcome. So don't make it any harder on yourself. A lot of us make it harder on ourselves because we assume too many things about our sales cycle or our customer. We tell ourselves things like: "They will never pay that much for this solution." "They don't need this feature so I won't bring it up." or "This company probably isn't going to see the value in my product or service." You are defeated before you make the call. You can't expect your customer to buy into what you are selling them if you don't believe in the product or service yourself. Customers do not buy from people who do not believe in themselves or the product or services they represent. Our confidence is one of our biggest selling tools. We are fooling ourselves if we think our customers can't tell when we are not confident in what we are selling.
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