Understanding strategy is absolutely essential to success in sales. There are some salespeople who understand it instinctively. When they meet a potential client, they immediately develop rapport and elicit his decision-making strategies. They might begin, “I noticed you’re using our competitor’s copy machine. I’m curious. What was the first thing that caused you to want to buy that machine? Was it something you saw or read about it ... or did someone tell you about it? Or was it the way you felt about the salesman or product itself?” These questions may seem a little strange, but a salesman
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