In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation. Questions are the tools you use to ask for or about anything. You … Continue reading →
You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized assisted living organization. Not surprisingly, he … Continue reading →
Have you noticed we’re living in a world of short attention spans and constant distractions? But maybe you were busy checking email or Facebook and didn’t notice. Distraction and the pull of novelty are so rampant now that a recent … Continue reading →
Anyone who earns their living in sales (or has seen the movie Glengarry Glen Ross) knows that not all leads are the same. Some are “sales ready” from the get-go and others need to be nurtured and coaxed along. Nurturing … Continue reading →