You must choose between two machines that cost about the same. One firm’s salesperson calls and emails, but clearly you’re just a target. Another firm’s salesperson is considerate, respectful, empathetic and focused on your needs. Who gets the sale? It’s obvious, but then why do salespeople opt for high-pressure tactics instead of empathy? Sales expert David Priemer says they don’t know any better and shows why empathy, science and execution beat high pressure every time.
About the Author
Former VP at Salesforce – where he created the Sales Leadership Academy program – David Priemer has been published in the Harvard Business Review, MIT Sloan Management Review, Forbes, Entrepreneur and Inc. magazines. For more information, see cerebralselling.com.