A sales meeting is almost like a date. And your attitude is clearly defined by your expectation of the outcome. If you would like to build a long-term relationship, you would be more interested in the other party. And you would be genuinely curious about their lives. If you are looking for a short-term benefit (a one-night stand or one-off sales transaction), you would be more talking about yourself because you would like to cut to the chase.
Ironically, most sales trainings teach salespeople how to present themselves and talk about their companies and their products. Even in line with the trend of “problem-solving,”…
Learning for Performance 