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by David Fellman

“I can see right through you,” said the buyer to the salesperson. “I know exactly what you’re trying to do!”

Question: Is that a good thing or a bad thing?

Answer: I think it’s a very good thing. I believe the best selling is highly transparent—no tricks, no games and no subterfuge. The great salespeople don’t trick anyone into buying from them; they help their prospects and customers to reach an unmistakable conclusion. When a great salesperson makes a sale, there’s no buyer’s remorse, just the confidence that comes from making a good decision.

Selling Is A Game

I should probably clarify this point: The great salespeople don’t play games, but many great salespeople look at selling itself is a game.

I think that’s a healthy attitude, especially considering salespeople lose more frequently than people in most other job categories. The great salespeople probably lose less frequently, but you still can’t win ’em all, no matter what game you’re playing. Continue reading Transparency