"Objections," more specifically, "Objection Handling" have been a fundamental … [Read more...]
Category: Transformation
Category: Transformation
Why Do We Find "Objections" So Objectionable?
AI Will Not Be The Differentiator....... Posted on October, 2024
As with any new technology, we rush to leverage it, thinking the fact that we … [Read more...]
The Problem With "Solution" Selling Posted on September, 2024
OK, most sellers are clueless about solution selling. They've been taught to … [Read more...]
Information Asymmetry..... Posted on September, 2024
Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Are You Interested In Your Customers? Posted on September, 2024
Pop Quiz! Clear your screens/devices, put down your pencils. This is a thought … [Read more...]
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Win Rates And Prospecting Posted on September, 2024
Despite YoY plummeting win rates, based on my feeds, the biggest challenge … [Read more...]
What If Failure Was An Option? Posted on September, 2024
We never, purposefully, set out to fail. But our fear of failure prevents us … [Read more...]
"Where Do Your People Want To Be Taken?" Posted on September, 2024
Ask yourself a question, "Are you taking your people where they want/need to be … [Read more...]
Moving To "Problem Solving" Posted on September, 2024
We seem to be wired to react and respond. When we encounter a problem, we … [Read more...]
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