BizSugar.com › Sales › A Random Walk Up Sales Street – 26 - The Pipeline

Is the customer always right, or is it more important that the right decision is made. The difference between a good sales person and a great one is the ability to work with the customer to arrive at the right decision, which may not have been his initial concept. But having been presented the facts and options by a great sales rep, focused on delivering value rather than making the buyer feel good.