"Behind every business objective is the fulfillment of a personal … [Read more...]
Tag: Communicating
Do You Know Your Customers' Personal Objectives?
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...]
Are You Interested In Your Customers? Posted on September, 2024
Pop Quiz! Clear your screens/devices, put down your pencils. This is a thought … [Read more...]
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