Charm

Many people in sales think that’s charm what gets them to keep accounts and/or close deals.

It’s not.

In the vast majority of cases what gets (mis)labeled with charm is:

• over promising,
• underpricing or
• conceding to any price pressure or
• to give away discounts as a default

And that’s not charm. It’s a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create.

What are the ways you train and develop your skills?

Because “charm” will not make your business thrive.