As sales professionals, we want to answer questions with assurance and convey our knowledge and expertise, but there’s a problem. When we offer familiar answers based on preconceived ideas, we miss the opportunity to learn more about the questioner and … Continue reading →
Sounds like a great idea, right? It’s also imminently doable and we’re going to show you the how, what, and where of it in a minute, but first let me ask you a question. Think about the last sale you … Continue reading →
Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … Continue reading →
This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one. The essential point is that when a person makes … Continue reading →