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What every leader can learn from good salespeople

The skill or ability to obtain willing followers for a given course of action that creates value for both parties. That is the definition of sales that Alston Gardner has developed over a 20+-year career of training salespeople in over 40 different countries.  In addition, he notes, that definition of sales is also a key component of effective leadership.  Leaders seeking to sell their ideas can benefit from many of the techniques perfected by professional salespeople. For example, though it may be counterintuitive, the best salespeople do not spend a lot of time establishing rapport with potential customers, because that often comes off as phony, Gardner notes.  “The bulk of the time should be spent seeking to understand the customer’s Read More