Connecting with the Client

By Michael Nick

Watch the Video Read the Insight Hear the Audio

In my book Why Johnny Can't Sell, I named a sub-chapter "Myth: Emotional Connections Are for Sissies." This chapter discussed the importance of "connecting" with your prospect. All things being equal, people still buy from people.

If you think about the last major purchase you made, did you connect with the sales professional? I know from my experience, I like to buy from people I like.

© 2007 Michael Nick
JSL-010-012024

Video Insights

Text Insights

Managing in Today's Tough Economic Times
by Sandler Training