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Read the complete transcript on The Sales Game Changers Podcast website.

STEVE’S TIP TO EMERGING SALES LEADERS: “I never think of what I’m doing as selling even though I’m a sales professional and all I do is sell. I always approach sales from a technical perspective, when I worked for IBM I approached it as a technical expert.  I’m a technical expert around bookkeeping now so I know what questions to ask them about how they pay their people and how they pay their bills. When they’re sitting there, they’re thinking, “This doesn’t sound like a sales call.” Become a technical expert in what you sell. The other thing to think about when you’re selling is that no one’s driving the cheapest car made, there are cheap cars but everyone buys for value, it depends on who they are and how they define value. Sales is never about money, it’s always about problems so as you go forward, if you can solve the problems of your clients, you’ll sell in any market, in a good market and in a bad market.”