Selling Is DeadIt's the end of salespeople as we know them. And according to sales trainer Landy Chase, that's just fine.
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Just when you think you've got your selling techniques down cold, someone like Landy Chase has to come along and turn those techniques on their ear. That's a good thing, though, because the moment you get too comfortable with selling is probably the moment you'll start losing clients.
So in this month's "Sales & Marketing" column, we're hashing out some important sales basics with Chase, a national sales trainer specializing in training and speaking in the area of professional selling skills. As president of Charlotte, North Carolina-basedLandy Chase Inc., a 7-year-old sales training company, and a former director of business development for Arthur Andersen & Co., Chase has given more than 1,000 presentations and worked in 60 different industries. Here, he breaks down his notion that selling as a profession died long ago.
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