Probably the biggest topic in sales is closing the sale. Unfortunately, much of the sales advice out there amounts to tricks to close the sale.
We often look for ways to sell better, close better, outsell the competition or handle the unfair competition. We are often afraid to be viewed as a salesman or as so many clients have said to me: “I don’t want to seem desperate.” So instead of desperation, instead of feeling like the tin man or a used car salesman, we have to change our view of sales and what we can do for our customers. Before we can change our viewpoint, we need to first ask why we are doing what we are doing and what we are trying to achieve.