The Structure of a Sales Conversation
There are innumerable books and web sites describing how to make an effective sales call. Another case of 'no one size fits all' as each sales call is unique given that its an interaction amongst people with varied and often evolving needs and goals. May we agree that how automobiles and homes are sold and purchased is likely not the model for an effective complex sales where one objective is the establishment of a recurring buying relationship including referrals by the sati