“… the biggest problem sales professionals have is their eagerness and enthusiasm to…”
Should I Talk More or Less?
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Communication Skills
The 6 Most Expensive Words In Sales
Bingo! We just lost control because whoever talks first loses…
Death by Talking
… At the 25 minute mark we gave him a 5 minute warning. He ignored it. What was he thinking?…
In Sales… It’s Not About YOU!
Have you ever had a sales call turn out differently than you expected?
Two Questions You Don’t Want to Ask
… But just before the meeting ended, he asked one more question that I think changed everything…
Questions that Make a Difference
…I start by asking the usual sales 101 question, “what are your most important needs…” WRONG!
Customer Centric Selling-No Goals Means No Solution
Focusing on the goals of your customer puts you squarely in the center of their business. In fact Michael Bosworth, in Customer Centric Selling, writes “experience has taught us that it is far easier for sales professionals to get a buyer to share a goal than to admit...