Apr 2, 2020
We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem: What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now?
We also need to answer the question in a strategic, on-going way. What do we...
Mar 26, 2020
"Your price is too high!” The infamous price objection. Wouldn’t it be great if we could somehow wipe it out and never hear it again?
Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they can. And that means asking for a better price, even...
Mar 19, 2020
Should a salesperson invest in his/her own development? If so, how much time and how much money. I respond to those questions in this episode.
Mar 12, 2020
If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better sales questions. A series of better sales questions provides you leverage and a competitive edge at every stage of the sales process.
Mar 5, 2020
Building rapport with customers is a fundamental sales skill. Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone.