You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either...
Too many salespeople overlook this fundamental rule — the customer defines value, not the salesperson. The salesperson’s objective is to get the customer to share what they (the customer) want and need. This takes time and a willingness to ask the right...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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