
There’s one model we always start with at Sales Coach:
First and Second Position.
Why?
Because it explains why so many sales conversations go wrong – and what to do instead.
Most people operate from first position:
Me. My product. My quota.
And guess what? The customer feels it. And backs off.
You’ve probably heard it before:
“Hi, we’re a gold partner with XYZ, and we’d really like to understand your needs...”
But everything still revolves around you.
Second Position: It’s About the Customer. Period.
First Understand. Then Be Understood.
Use It. Every Day.
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