Sell the feeling

By Lisa Fahoury, CBC

Ask a room full of people to recall a positive sales experience, and chances are you’ll see a room full of blank faces. But ask that same group to recall a negative experience, and nearly every hand is guaranteed to shoot up.

It’s not only the consumer who is filled with negative emotions surrounding salespeople and the sales process — it’s the salespeople themselves. All too often, we become frustrated by our lack of success and fall back on these ..... DP