First, people buy the salesperson

Here’s a simple reality: customers buy the salesperson first or they don’t buy at all. Sue Barrett explains how your sales team can develop trust for a genuine connection.

In any sale, the customer or prospect makes a predictable series of buying decisions that lead to a final purchasing decision. The first and perhaps most important of these is whether or not the customer “buys” what the salesperson is saying.

That dec...

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