How NOT to lose a sale!

29 June 2010
John Deal of Hyperion Power Generation (inc - April 10):
"I ONCE CALLED up a copier company and was put through to a salesperson. I started to tell him how my copier had died, and before I could say anything else he said he wanted to send me a packet of information and set up a meeting to talk about their models. I told him he just LOST a sale. I had been ready to tell him about my problems, and all he wanted to do was move me through a set sales process. People want to tell you about what they care about. All you have to do is give them a way to do it."  

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