Sobel University class addresses skipping steps

(Sept. 26, 2013) -- "What would be the outcome of showing a product before you determine the client’s wants and needs?  What could happen if we helped a client fall in love with a product that they could not afford?" Sobel asked. "To someone new to a sales position, these are serious questions and don’t make any logical sense.  To the experienced manager who watches their sales staff do this daily, it’s just sad."