In the last post, we talked about making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish. You need to do this in two steps: Profile your salespeople’s personalities. Match the right salesperson to your target fish. There are essentially three different selling personalities: Sage Pal Pit Bull The Sage This salesperson offers knowledge, experience, comfort, and trust. They can make a concerned customer feel at ease. In order to be
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