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How to stop 'selling' and start building relationships

The most effective salespeople are good listeners who ask the right questions, choose their words wisely and build trust with their customers. Closing is the make-or-break moment and perhaps the most challenging part of the sales process. And relying on outdated sales techniques can hinder rather than help you close more sales. Here, Ari Galper shares how to build authentic relationships by focusing more on helping your customers achieve their goals so they can see you as a trustworthy, credible resource—not as a pushy, self-serving salesperson.

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