SALES TRAINING According to Theodore Levitt, a Harvard Business School professor, “The purpose of a business is to find and keep customers and to get existing buyers to continue doing business with you rather than your competitors.” I couldn’t agree more. Everything Has Become a Commodity In the old days of selling the best way […]
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Imagine going up to the airline ticket counter and telling the ticket agent you would like to purchase a ticket to go on a wonderful vacation, but you aren’t sure where you want to go or when you want to go. What do you think their response would be? Maybe something like “well when you […]
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The Proposal In 1990, Howard Schultz had a proposal for a small coffee wholesaler in Seattle called Starbucks. At that time, the average cup of coffee sold for 50 cents and Schultz wanted to help them sell the 50 cent cup of coffee for $5. Of course, the people at Starbucks, and other players in […]
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