Jackie Schwartz
Sales has a big problem. Most salespeople are only taught to sell the features and benefits of their solutions. And while it’s important to understand our products, research tells us that what we really need is to understand people. Professional salesperson or not, we are all selling ourselves and our ideas in one form or another — as parents, as job seekers, as leaders in our careers or in our personal endeavors, and of course as sales professionals. The Kellogg Sales Institute believes that everyone can benefit from learning better ways to influence, persuade, build trust, and inspire those around us. Simply put, sales is helping people make progress in their lives. To be successful at this, we must understand people and how to build strong, positive and powerful relationships.