John Hirth's Articles in Sales - ArticleGoldMine.com

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John Hirth's Articles in Sales

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Selling Is All About "Lowering Risk"... Selling is all about getting people to change and change always involves risk. Generally, when given a choice, most people will always choose to not change. People are creatures of habit and change requires them to break old habits and create new ones. What makes selling difficult is the fact that it requires you to work against human nature by getting people to change (and you thought this was going to be easy!). If you think about it, much of the resistance (objections, ... ...How Much Do You Charge For "X"? This is a question that comes up a lot on sales calls and one that you want to handle with care. As I've stated in other posts, questions are always driven by thoughts and never happen by accident. There is always a "context" from which the questions come and your ability to understand the context will improve your odds in developing the right answer. When I suggest that we work to create the "right" answer I don't mean that we are trying to fool anyone. Frequently, when we a...

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