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What If Sellers Behaved as Leaders?

James Kouzes, Barry Posner, Deb Calvert

May 16, 2018

"It is time we start making a shift. Research shows you can make more sales by abandoning sales-y behaviors buyers resist and replacing them with leadership behaviors buyers desire. Sellers do extraordinary things when they stop pushing people to buy before they're ready, and start guiding buyers by transforming values into actions, visions into realities, obstacles into innovations, separateness into solidarity, and risks into rewards."

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