In the ever-quickening pace of society, the pressures today on salespeople and prospects for their precious time are nearly insufferable. In a misguided effort to save their prospects' time, salespeople take on more of the work, shoulder more of the burden, and turn proposals around with lightning speed. That's hands-off selling--where the salesperson does all of their work first, handing off the proposal to the buyer as if it were a baton in a relay race. It's time to make a change. Selling and buying become more efficient, productive, and successful when they are merged into a single process--interactive selling. Interactive selling is based on the reality that today's complex sales always involve a great deal of back and forth, give and take, questions and answers, modifying and tweaking. Interactive selling is how the pros close big deals, and it's a process anyone can learn.
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