In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes. To learn those details we need to develop skill … Continue reading →
Archimedes, the Greek mathematician who uncovered the principle of the lever, famously said “Give me a place to stand, and I shall move the Earth with it.” If Archimedes was living now and his field was sales instead of mathematics, … Continue reading →
Have you ever been in a sales meeting or on a prospecting call when someone throws a question at you that feels sharp or ambiguous? I’ll bet you have. When that happens, it’s natural to feel obliged to respond on … Continue reading →
How was your weekend? Did you celebrate Thanksgiving with family? Were you traveling, or did you host a group at your house? Were you successful at avoiding any political arguments with your brother-in-law? And why am I asking all these … Continue reading →