I’ve been writing for the trade press for nearly 30 years and never noticed during this time the most important element of selling is used in almost every human interaction. I’m glad I haven’t quit writing because the more I write there seems to be more to write about.
I’ve been preaching the most important element of the sales process is the intimacy of the connection you are able to make with consumers. On LinkedIn, there was a discussion about a “Magical Sales Script.” Without reading any further, I knew the information wouldn’t be useful. A selling script is never very effective, as it doesn’t qualify as human relations. Most of us, whether hearing it over the phone or listening in person, recognize a scripted presentation.