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Greg Nicholls's Articles in Sales

  • Are You Selling the Drill or the Hole?
    I have recently learned a very valuable lesson, has to do with what we are "selling". If you look at this simple analogy it may make some sense to you; we should not be selling the "drill", rather we should be selling the "hole". The point is we can tend to focus on the "drill" (our product ) rather than the "hole" - the lifestyle, dreams and goals that we all desire as would be obtained by our product.

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