By Matt Heinz
When you're selling, your first challenge is to connect with the prospect—build rapport and a basis for why he should care about you and what you offer. But too often, selling companies approach this conversation in a seller-centric way—fronting with what the company has to sell versus what the client needs.
Turning this around to focus more on client-centric sales—especially at the front of the process—can be relatively easy. Here are five initial ways to pivot quickly to a client-centric selling approach.
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