Why Are You in Business?
You're in business to SERVE YOUR CUSTOMERS. Not to "maximize shareholder value" and, sorry politicians, definitely not "to create jobs".
Do They Want Information or Affirmation?
At the end of the sales conversation when the prospect is ready to commit, they don't need any more information. They need affirmation. They want to be reassured that they're…
How Do You Stay True to YOUR Style?
As a leader, you want to accommodate other behavioral styles to improve communication. But don't go so far that you dilute your style and lose who you are and what…
What Two Things Do You Need to Know in Sales?
Many sales professionals believe that product knowledge is the ONLY thing they need to know (or at least the most important thing). But also critical to sales success are selling…
How Many Options Should I Present?
Don't overwhelm your prospect with multiple options. YOU are the expert, the guide who is helping them get what they can't get by themselves. So ask questions to understand their…
