Right now, while you’re reading this, how many browser windows are open on your screen? How many notifications will pop up while you scan this text? How many times will you be pulled away from it before you finish the entire post?
Today marks 60 days since the launch of The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The feedback ...
The article I read on LinkedIn stated that salespeople who relied on rapport, said another way, “being liked” do not fare as ...
Twice in two days, I have been approached about the automation and disintermediation of salespeople.
Why aren’t sales results improving?
You may think that going faster speeds things up, compresses sales cycle times, and gets things done. When it comes to human ...
“Wherever there is other, there is fear.” – The Upanishads. I want you to do something for me. Well, not for me, for you. ...
Human beings are novelty seeking creatures. We are infinitely creative, and equally resourceful. We are always seeking ways ...
It is easy to fear the wrong danger. By allowing your fear of damaging client relationships and dealing directly with ...
Hitting the snooze button: You have less time than you think you do. If you don’t want to leave the important things undone, ...
The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without ...
Selling well is about making effective choices. It doesn’t make sense to open a phone call to your dream client with “Is ...
From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and ...
Because you are human, there is no upper limit to your growth. You can be more, do more, have more, and contribute more. ...
There are still too many people writing that effectiveness in sales requires an approach that is mutually exclusive, that ...
If the most high-end product, service, or solution that you sell was available at the lowest price in the market, selling ...
Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is ...
NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most ...
For many decades, salespeople were taught to find “the” decision-maker, that one person who had the authority to bind a ...
Most of us can no longer find our way to the places that we go to without using a GPS. We’ve become totally reliant on our ...
The salesperson explained that their prospective client had made a number of commitments in the past, and had each time ...
