The world has changed - and we’re not going back. We can’t keep doing the same old things the same old way and just hope for better results. Buyers have changed the way they buy - and so it follows, we must change the way we sell. We are dealing with a more informed buyer than at any time in history. No longer does the salesman have the upper hand, holding all the information allowing him or her to release just enough to continually use ‘trial closes’ and then, when the buyer is backed up against the wall with nowhere to go,...
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