It was a loss review, one of those very difficult discussions after a major--and … [Read more...]
Tag: Communicating
But We Gave Them Everything They Wanted!?!
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Not Your Normal Sales Presentation Posted on October, 2012
I have to admit, up front, generally I don't find books about sales … [Read more...]
The Survey Says: "You MUST Be Ecstatic With Us!" Posted on October, 2012
Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]
Making Progress, What Do We Talk About Next? Posted on October, 2012
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
What Impressions Are You Creating? Posted on October, 2012
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
Things Are Getting Confusing?!? Posted on September, 2012
We have a rich array of products and solutions to offer our customers. There … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
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