CONNECT! Instant Replay on 10 Sales Calls
Wouldn’t it be great if you could get an instant replay, complete with slow motion, to diagnose what worked and what didn’t work on your sales calls? Join us for 10 sales call replays and a diagnosis...
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Logic + Emotion = a Compelling Case
In a recent blog post, we described what’s really happening when buyers say, “No,” even though you’ve laid out a compelling case. It all comes down to a difference of opinion Knowing how to present...
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Proposal or Presentation? The Difference Between the Two
In selling, these two words are often used interchangeably, as if they have the same meaning. They don’t. This is more than a matter of semantics. Many sellers truly don’t understand the difference –...
View ArticleCONNECT! Instant Replay on 10 Sales Calls
Wouldn’t it be great if you could get an instant replay, complete with slow motion, to diagnose what worked and what didn’t work on your sales calls? Join us for 10 sales call replays and a diagnosis...
View ArticleAre You Over-Selling?
By over-selling, I don’t mean overbooking. That’s what happens when you sell more than you have capacity to honor, like airlines and hotels often do. What I’m interested in talking about is whether or...
View ArticleLogic + Emotion = a Compelling Case
In a recent blog post, we described what’s really happening when buyers say, “No,” even though you’ve laid out a compelling case. It all comes down to a difference of opinion Knowing how to present...
View ArticleThe Difference between a Proposal and a Presentation
In selling, these two words are often used interchangeably, as if they have the same meaning. They don’t. This is more than a matter of semantics. Many sellers truly don’t understand the difference...
View ArticleYou Didn’t Close The Sale If The Back Door Is Still Open!
As a sales trainer, field coach & sales process researcher, I see a costly mistake happen all too often — sellers do not completely close the sale. They think they close the sale. They report back...
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