For reasons unknown to me, most people today truly have no understanding of what it means to actually sell.

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They think that "sales" somehow involves slimy, dishonest sales tactics that one typically finds on the lots of used-car dealerships.

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The reality couldn't be further from the truth.

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A true sales professional understands that the transaction becomes a formality when you truly understand the needs and wants of the customer. More specifically, you have to understand WHY someone is wanting to take action. What is that person currently going through in their life that brought you to them today.

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In other words, you must understand the full story.

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When the prospective customer has shared all of this information with you, you can then diagnose what the problem is and offer a perfectly tailored solution.

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And therein lies the game. We are not selling anything to anyone. We are solving problems for people.

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And people buy solutions to problems.