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This is episode 275.

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

STEVE\\u2019S TIP TO EMERGING SALES LEADERS: \\u201cI never think of what I\\u2019m doing as selling even though I\\u2019m 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. \\xa0I\\u2019m 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\\u2019re sitting there, they\\u2019re thinking, \\u201cThis doesn\\u2019t sound like a sales call.\\u201d Become a technical expert in what you sell. The other thing to think about when you\\u2019re selling is that no one\\u2019s driving the cheapest car made, there are cheap cars but\\xa0everyone buys for value, it depends on who they are and how they define value. Sales is never about money, it\\u2019s always about problems so as you go forward, if you can solve the problems of your clients, you\\u2019ll sell in any market, in a good market and in a bad market.\\u201d