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Is “Educational Selling” Spoiling Your Close Rate?

For more than a decade, professional sales trainer David H. Sandler, creator of the Sandler Sales System and the Sandler Sales Institute, has been warning sales people not to fall into the “free consultant” trap. He warns that if you don’t control the interaction and close the deal, you could end up educating your prospect, only to have a competitor come behind you can close the deal. But has the information age changed all this?…