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Being Helpful to Customers

Increasingly, we are learning the key to our success, as sales people, is to be helpful. Too often, however, what we intend as “help,” actually isn’t helpful.

Recently, I was sitting in on a call (it’s easy to do that on Zoom, these days). The customer was looking at an IT solution. It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client.

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