Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
Tag: Trust
Discovering And Qualifying Is Not Just For Sellers
Situational Awareness..... Posted on April, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to … [Read more...]
What About Our Competitors??? Posted on March, 2023
We are obsessed with our competition. We study them and their strategies. We … [Read more...]
On Scarcity And Abundance Posted on March, 2023
The concepts of scarcity and abundance touch all aspects of our lives. The more … [Read more...]
Managing Your Manager Posted on January, 2023
If we are to be successful in achieving our goals--both for the short term and … [Read more...]
What If Buyers Were Better Buyers? Posted on November, 2022
Buyers struggle doing their "jobs" ......buying! We poor sellers struggle, if … [Read more...]
What's This BS About Helping Our Customers?!?! Posted on November, 2022
We read all the time that we are supposed to be helpful to our customers. We … [Read more...]
You Can't Opt Out Of Accountability! Posted on November, 2022
In every job and role, we are held accountable. It may be for certain goals. … [Read more...]
Are We Creating The Value Our Customers Value? Posted on November, 2022
Selling is about creating value.... Well, yeah, ... but we have differing … [Read more...]
"Customers Only Spend 5% Of Their Time With Sellers!" Posted on November, 2022
I read a post from a "thought leader." If focused on how profoundly selling is … [Read more...]
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