People buy people: creating value in the sales conversation

JOHNSTON, Paul (2019). People buy people: creating value in the sales conversation. Winning Edge (1).

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Abstract

It’s sometimes easy to overlook the fact that doing business is fundamentally a social activity. We focus on the commercial details of the proposition and the benefits of the solution and pore over these in win-loss meetings. Yet when we chat with colleagues about the way business is going, someone always says, “At the end of the day, people buy people.” There is a great deal of wisdom in this intuition.

Item Type: Article
SWORD Depositor: Symplectic Elements
Depositing User: Symplectic Elements
Date Deposited: 11 Oct 2019 09:25
Last Modified: 11 Oct 2019 09:30
URI: http://shura.shu.ac.uk/id/eprint/25212

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