Imagine You go out on a sales call. You present your abilities, your company story and the value-added services you provide. The package excites your prospect to buy from you - and sooner rather than later. You consummate the sale and let the love-fest begin in the midst of the excitement.
Some time goes by with your not-so-new client and you notice that love-fest is cooling. Your client, and perhaps you, start to backslide away from what created the sale and initial excitement in the first place. More time goes by, and eventually you and your client slip into old, uninspiring ways of doing business, like so many sellers who don't get the new way of selling benefits. You are now just like them.
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