Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
Tag: Customer Experience
Always Be Closing!
On Being Present And Engaged Posted on May, 2014
We struggle to catch our customers', our managers', our colleagues' attentions. … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
Principles Of Sales, Part 1---Interactions Between People Posted on May, 2014
I wrote The Not So New Principles Of Sales, identifying some of the underlying … [Read more...]
I Fired A Customer This Week Posted on May, 2014
Like any sales/business professional, our customers are very dear to us. We … [Read more...]
Insight, Triggers, And Connecting The Dots Posted on May, 2014
Top performing executives, business development, and sales professionals have an … [Read more...]
Confusing Wants And Needs Posted on April, 2014
Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Why Do You Sell? Posted on April, 2014
The other day I was having a conversation with someone. He asked a very … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
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