Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
Tag: Communicating
Can You Make A Sales Call Without Talking About Your Product?
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...]
Thanks For Training Me Not To Answer My Phone! Posted on May, 2018
I've stopped answering my phone--whether it's my office, mobile, or home phone, … [Read more...]
Speak With An End In Mind--A Guest Post From Diego Segura Posted on April, 2018
With the advent of fancy algorithms and analytics, online content is as curated … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
On Professionalism Posted on January, 2018
How would you feel if you walked into a dentist's office, and everyone in the … [Read more...]
"Active Listening" Is Not A Technique Posted on January, 2018
Catching up on my reading, I ran across an article on Active Listening. It was … [Read more...]
"Old School Prospecting" Posted on January, 2018
I've been working with a fascinating new client. We've been looking at how to … [Read more...]
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