When I first took up the 'profession' of sales in the 70s, the school of thought was that by leading a conversation and using certain techniques, it was possible to get someone to buy what you were selling. In my case it was photocopy machines. There were two key phrases that were popular at the time, and fortunately both (along with the whole manipulative sales approach) have pretty much fallen out of favor. I bring this up because in our last survey, we asked one of those key phrases; "What would it take for you to switch EDI provider." Read more...