Clip from Episode 8: Jacquelyn Nicholson of Percolate:
And then the last thing for me comes from the genesis of my career where I wasn’t always selling. Before this I used to be the person sitting across from you Mr. Seller to buy something. And for me it came down to something I call so what. So I would sit there and I would listen to these vendors coming in to talk to me endlessly and it was really to the point where I was sitting there you know as they blathered on and on and on about how fantastic their product or their service was and I was thinking. So what? Do you even know what I do? Do you even know what’s important to me? And so for me I find that that’s a really a deadly mistake that sales professionals can make is going on and on. And so I try to always think about what is the so what are the what’s in it for me factor for the prospective customer as well.
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