I recently wrote an updated version of "What Is Coaching?" In it, I focused on … [Read more...]
Tag: Communicating
Coaching Our Customers
Do You Know Your Customers' Personal Objectives? Posted on January, 2025
"Behind every business objective is the fulfillment of a personal … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Until People Are Interested In The Questions, The Answers Are Irrelevant Posted on November, 2024
Charlie Green and I had a fascinating conversation about a person he's coaching. … [Read more...]
Pushy Vs. Pushing, A Matter Of Context Posted on November, 2024
Sellers are too Pushy! Customers always seem to move more slowly than sellers … [Read more...]
"Quid Pro Quo And Caring" Posted on October, 2024
Charlie Green wrote a stunning post, "Relationships Are Everything" Some of the … [Read more...]
Seek First To Understand..... Posted on October, 2024
The 7 Habits Of Highly Effective People was originally published on August 15, … [Read more...]
Our Customers Don't Care About How We Want To Sell To Them! Posted on October, 2024
We engage in endless debates/discussions about our GTM strategies and how we … [Read more...]
Why Do We Find "Objections" So Objectionable? Posted on October, 2024
"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
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