Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Who are you selling to? By Tom Hopkins

Too many salespeople are losing sales due to one simple mistake and they don’t even realize it’s happening. The mistake is in not giving equal attention when there is more than one decision-maker.

Never assume that the partner or committee member who speaks the most carries the most weight in decision-making. It’s easy to get caught up in conversation with a member of the same sex as you. Or with a decision-maker with whom you have the most in common. Or, the one who is most excited about your offering.

True professionals in selling involve everyone present…everyone who could potentially influence the decision.
Tom Hopkins International
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How to Master the Art of Selling by Tom Hopkins