Sell Conviction

The candidate scored high on sociability and was clearly a people person, but she scored low on the expressive scale.  The CEO wanted to know, ‘how can that be?’ Aren’t extroverts naturally expressive?

Building client relationships and influencing the client to buy are two very different skills.  One is about connection and the other is about conviction.

Having a strong relationship with a client is great, but it won’t amount to much if you aren’t absolutely convinced that the client should do business with your firm and buy its products and services.  There is a key moment in the consultative and relationship-based sales process, right before the close, when the client must be reassured that doing business with your firm is absolutely the right thing to do.  That moment pivots solely on you. Be bold.

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11-05-10

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