We encounter them all the time. The customer has a point of view that differs … [Read more...]
Category: Performance
Category: Performance
Why Do We Call Them Objections?
A Bigger Piece Of The Pie Posted on June, 2022
This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]
Selling And The "Peripheral Players..." Posted on June, 2022
For those of you who haven't discovered the wisdom and insight of Tom Morris, … [Read more...]
Flexible Persistence Posted on June, 2022
Reading an outstanding article by Reid Hoffman, False Choices, one term leaped … [Read more...]
"In Working With Other Customers Like You....." Posted on June, 2022
Our customers are hungry to learn. They (and we) benchmark themselves against … [Read more...]
"The Nerve Of Those Prospects, Look At What They Are Doing To Us!" Posted on June, 2022
My feeds are filled with articles, tips and advice about lots of things … [Read more...]
The Prospecting Presentation.... Posted on June, 2022
I was recently asked to review the "first meeting" presentation for a large … [Read more...]
On Time Management, A Non-Traditional View Posted on June, 2022
Time management is, more than ever, an issue for each of us. While so many of … [Read more...]
Selling And Great Cooking Posted on June, 2022
The other day, I read a great post from David Masover, comparing sales with … [Read more...]
"A Seat At The Table...." Posted on May, 2022
Over the past 6-7 years, increasingly, I've seen too many discussions about … [Read more...]
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