The ingredients of our selling approach must be differentiated based on
(i) Customer’s attitude to the sales situation and
(ii) Customer’s expectations in relation to the salesperson.
How this can be varied for best results is the essence of the idea of Differentiated Selling, captured in this framework drawn from March 2006
Keep your sales pipeline full by prospecting continuously. Always have more people to see than you have time to see them
– Brian Tracy –
