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Great Post!
When we ask salespeople why they failed to close the sale we often hear price. However having interviewed over 1000 buyers in the last 30 years, rarely is price on the list.

Buyers fail to buy when they do not believe the salesperson listened and understood the problem to be sold. Particularly in today's buying environment salespeople must listen to understand and not just listen to reply with some coined , "overcoming objections" training they received.It's about being intentionally agile in your sales and service approach.

thanks for a great article I will share

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