Friday, May 30

Selling 2.0 

From a book by Josh Gordon, Selling 2.0:

The book's 10 biggest lessons:
1. It is more important to be well trusted than well liked.
2. You have to create value, not just talk about it.
3. There are bigger differences between how you and your competition handles customers than between your products.
4. You sell to a customer network, not a collection of isolated customers.
5. Information is a commodity; knowledge is power.
6. You will sell more as an agent of change than as an agent selling products.
7. You are your client's personal brand manager.
8. Customer loyalty is the result of better customer strategy, not better customer service.
9. It is easier to differentiate your product in the future than in the present.
10. The biggest sales will go to the most aggressive customer motivators, not the most aggressive customer pushers.

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