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10. Present the proposal last
Too many salespeople rush to get a proposal in front of buyers. Its a bad move because it detracts from getting the customer involved in a dialogue and halts a salespersons learning process.
Make your proposal an extension of your conversation so that it becomes the result of your conversations. That way your proposal is really coming from the customer.
9. Think for a change
Those in sales tend to be doers, not thinkers. And most are burdened with too much activity thats less than productive. Thinking makes the difference.
Thats what middle school students have discovered in the poorest area of Brooklyn. Their school is a chess powerhouse, a legend in the chess world, states the New York Times. You do a lot of thinking about how you think, especially about how you make decisions, says Elizabeth Spiegel, the full-time chess teacher. Making good decisions is the backbone of sales and that takes thinking as well as doing.