At
a
recent Selling Power Magazine event, each table was asked to come up
with their definition of selling. No two were even close. Over the
years, Mike Bosworth has asked enterprise sellers to pretend they are
the author of their own dictionary and define "selling". The consensus
answers include convincing, persuading, overcoming objections, getting
someone to do what you want, closing, taking at least five "NO's" before
giving up, etc. Join Russ as his guest Mike Bosworth, the Father of
Solution Selling, offers a definition of selling that is customer
centric, measurable and easy to automate.
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