By Colleen Stanley
How does a sales manager teach intent? It’s by far the most difficult sales knowledge for a sales manager to impart to his team.
What makes teaching intent so difficult? It's not a verbal skill and can't be practiced; it's inside the salesperson and begins with good character and good will.
A salesperson who enters a sales call with a sincere desire to understand the prospect's business and challenges will close more sales than the articulate, polished, lower-priced competitor.
Human beings are wired to sense dishonesty and lack of authenticity. Likewise, they can spot a person who is genuine and desires to do the right thing. Whom would you rather do business with?
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