In his Bnet article, Geoffrey James proposes 7 insights, extracted from Jeff Thull's book "Exceptional Selling".

1- Salespeople are guilty until proven innocent
2- When you’re feeling pressure, you’re doing something wrong
3- Never answer an unasked question
4- One opinion does not make a consensus
5- Always protect the customer’s self-esteem
6- The purpose of a proposal is to reinforce already-made decisions
7- Remain professionally involved and emotionally detached

Source: BNet

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