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What they want
What the Buyer wants in a Expert Seller is a Mission Partner. An expert who is willing and able to curate their solution expertise for the specific problem facing this particular Buyer at this point in time. What is it they don't need? Coffees. Lunches. Dinners. Ballgames. Entertainment. Buyers open to being manipulated the old fashioned way are holdovers from a bygone era, as are the salespeople and sales trainers who believe in selling that way. Competition is too intense, the stakes are too high, and time is too valuable.
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