
A number of experts in sales emphasize the importance of building relationships for achieving success. Such an approach also makes interactions with others less stressful.
Here is a classic from Ed Oakley’s “Enlightened Leadership.”
There is a famous story about a life insurance company. The salespeople went through the training program and were very successful for about 18 months. After 18 months, their sales dropped off.
The company made quite an intensive investigation as to the reason. They found that the people followed the training approach of the company, which was to ask questions. Using this approach, the salespeople not only got to know financial problems and concerns, but also something about the people themselves. The questioning approach led to … >>>
READ MORE >>> →