Sales Success Is Not About Increasing Sales

Sounds crazy doesn't it? But, remember the emerging role of the sales professional today is not to increase sales. Let me repeat that- The sales person's role today is not to increase sales. The role of a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier... You must become-THE SUPPLIER OF CHOICE- which means you always get-THE FIRST CALL-and THE LAST LOOK! Don't make the rookie mistake of thinking that your customers don't give last looks. If your customer doesn't give you last look. That means somebody else is getting it. It's time to evaluate the relationship equity you have built in that account.

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