18 Febuary 2010 - Oliver's Twist on Selling

Dialogue First, Sales Tools Second

I’ve had a number of people asking my opinion of using sales tools (sending people to meetings, websites, CD’s, 3-way calls) before having a dialogue with potential partners.

Here is my opinion in a nutshell – Sales tools used in this way rarely help people to persuade themselves to change what they are presently doing.

Ask yourself a question, if they did, why would we need salespeople and Distributors? All companies would have to do is mass mail everyone CD’s and so on and wait for the orders to come in.

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