Overview

Empowerment Selling demonstrates the paradigm shift from selling a product or service by having to convince the customer that it's the best product/service (which, at the extreme, would be high pressure sales) to facilitating the customer in a client-generated solution for a successful outcome which helps build collaborative, ongoing relationships-and a long-term sales win/win strategy. We are presenting a powerful approach we call The 3C Principle: Connect. Clarify. Cultivate. The 3C Principle focuses on the essence of this underlying empowerment philosophy for effective sales versus detailed mechanics or formulated scripts and the inference that the seller knows more than the customer.

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Mark Bornstein is President of The Bornstein Group Inc and also the author of Energizing Your Sales. He has consulted throughout the United States on sales training and coaching business executives. Fran Fisher is President, FJFisher Coaching and Consulting. She is a Master Certified Coach, recognized internationally as one of the pioneers and champions for professional coaching, providing coaching services for entrepreneurs, executives, and collaborative work teams.

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