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The sales process always contains an element of emotion, even if it is a structured tender, because for every purchaser there is a risk. As all small business owners have to be sales people, it is very important we understand this emotional side, but we also need to look at the numbers.
Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.