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I like the idea of focusing on the conversation with the customer (#1 above). If the customer doesn't feel like they're being heard and were overwhelmed by a charismatic salesperson, they're more likely to back out later.


My experience coaching salespeople tells me you are spot on. Unfortunately, sales executives are not sold on the need to provide training and coaching for their teams on "achievement drive". Another challenge is coaching for achievement drive requires a high level of skill.

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