[AndyYSCISOdept]

http://blog.hubspot.com/sales/amateu...ampaign=buffer

[Ktolbert85]

While I may be employed as a sales person at the end of the day I am still a consumer. As a consumer I am going to spend my money with the person that will jump through hoops for my business even if it means spending a little more money. I am always turned off by the jerk who is so arrogant in their sales approach that they make me feel like I don't know anything compared to them the so called "expert". At the end of the day yes you should position your self as the expert but at the same time as the expert you should understand how to properly educate your clients on your products and services without making them feel like they are being dictated to.

I did agree with him on the listening to the client aspect. it's all about identifying their pain and finding a resolution that is acceptable to them. He mentioned that sale people make the mistake of going into their pitch to quick i am wondering if he was talking about cold calling. In my experience you have about 30 seconds to grab the attention of the person on the other line before they become uninterested and disconnect the call. In the initial phase of the call you have to give the client the "whats in it for them" pitch or you will be talking to the dial tone.