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TOUGH SELL
Nothing happens in business unless and until someone sells something. I learned how to sell at the Regal Thai Restaurant in Bangi. Working my way through college as a waiter, I became really good at adapting my style to the different personalities of my customers.
The best salespeople see things through their customers' eyes, modify their styles to their customers' chemistry, and pull together their offering to meet their customers' needs. Ten years ago, our customers were focused on technology. Today, technology performance has to be translated into improving patient outcomes, enhancing quality, and reducing costs. It's a more subtle conversation. So the biggest challenge for salespeoples is to get quality time in front of their customers.
But being in front of the customer doesn't help if you do all the talking. My father used to say, "Many a sale was lost from the jawbone of an ass."
What Dad said then applies today...
"When I build something for somebody, I always add $50 million or $60 million onto the price. My guys come in, they say it's going to cost $75 million. I say it's going to cost $125 million, and I build it for $100 million. Basically, I did a lousy job. But they think I did a great job"
-Donald Trump
Posted by
Wan Mohd Fahimi @
11:57 AM
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