I don't know how many sales calls I observe. Over the course of years, it's … [Read more...]
Tag: Communicating
Walking, Talking Product Brochures---Selling Is More Than This
What Did The Customer Learn As A Result Of Our Meeting? Posted on August, 2018
Usually, after a sales call, we ask ourselves, "Did I accomplish my … [Read more...]
The Key To Success Is To Ask Only 4 Questions! Posted on August, 2018
Customer can breath a huge sigh of relief. The data is in, it shows sales … [Read more...]
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
Hearing What We Don't Want To Hear Is Critical Posted on July, 2018
It seems, as human beings, we are increasingly less open to hearing differing … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
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