Selling is the second oldest profession, often confused with the first The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed. On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant. Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving...
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