Sales is change management
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Every time you ask someone to buy something you ask them to make a change...
People react very different to change. It can be viewed by them as a threat or as an opportunity. The buyers perception is determined by:
- Immediate business situation
- How proposal will change that situation
- Whether or not that change will make the needed impact
See also: Kotter's 8-Step Change Model - Change Management Training from MindTools.com@management
