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 →
Are we? When we realize that the challenge before us is more daunting or complex than we thought, the tendency is to want to throw more resources at it – more money – enlarge the team – extend the deadline… … Continue reading →
Really. What’s so cold about cold calling anyway? Some say it’s because the recipient is caught “cold.” They had no expectation you’d be calling, so they’re unprepared, and perhaps a bit surprised. To the supporters of this interpretation, that’s a … Continue reading →