As sales professionals, we spend a lot of time learning how to communicate. We … [Read more...]
Tag: Trust
Don't Count On Your Customer To Be Good At Communicating
Principles, Not Policies Drive Performance Effectiveness Posted on December, 2012
"The beatings will continue until you get is right!" OK, so I've taken a bit of … [Read more...]
Persuasion And Communication Posted on December, 2012
You can't be a great sales professional--or even a great leader without the … [Read more...]
People Don't Dislike Sales People, They Dislike Bad Selling! Posted on November, 2012
People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep Posted on October, 2012
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
Consultative Selling--We See Great Examples Everywhere Posted on July, 2012
As people, particularly we consultants, are prone to do, we make things more … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
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