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Year-End Mistakes You Need to Avoid

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target.   The CEO...
Closing by Using Micro-Commitments

Closing by Using Micro-Commitments

One of the best ways to keep a sale moving forward is by using the micro-commitment strategy.  The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is...