Can I offer a unique definition of selling borrowed from another modality?
I COULD define selling as an Attitude and a Methodology that leaves behind a trail of Techniques. The Attitude would be curiosity with a desire to help the customer. The Methodology could be any of those listed above. And, by the way, my belief is that if you do not have the Attitude all the techniques in the world will not make you a really good sales person. In examining these Models or Methodologies certain selling techniques are common to many of them. That’s what this page is about. Rapport Any sale involves first getting the customer to have an open discussion with you. That means you need to build some sort of rapport. The customer feels some tension in a sales discussion derived from the belief that you are either going to ask them to spend some money (if they will buy directly) or to do some work (by switching from their current supplier to your company, if they are employed as the buyer for a bigger company). For a customer to consider doing either of these they need to have
