"Sales is all about people!" It's been one of those throw away terms all of us … [Read more...]
Tag: Customer Experience
Are You Solving For Your Customers' "Feeling"
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
On Culture, Values, Beliefs Posted on September, 2020
There's always a lot of talk about corporate culture, values, and beliefs. Too … [Read more...]
"Do As I Say, Not As I Do!" Posted on September, 2020
My parents were core in establishing my values and helping me grow as an … [Read more...]
Why, What, How, Who, When, Where Posted on August, 2020
We see versions of these words in different contexts. If you've ever been a … [Read more...]
The Future Of Selling, Not What You Think It Will Be Posted on August, 2020
There seems to be wide agreement that the pandemic and related economic and … [Read more...]
Selling The Way You Buy Posted on August, 2020
Today, I had a great text conversation with an outstanding sales manager. The … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
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