by Mark Hunter | Jan 20, 2021 | Sales Process, Sales Prospecting
Discovery calls are probably the most underrated part of the sales process. Let’s get into how you have an effective discovery call. Video – How to Do an Effective Discovery Call 1. Do Not Show the Product Remember: It is not about showing the product. Do not...
by chris | Dec 5, 2014 | Sales Process
Awhile back, I started a series on negotiation tips. I shared that you should Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Determine if You Are Dealing with the Decision Maker. This brings us to the #4 Tip:...
by chris | May 30, 2014 | Sales Process
While sitting in the Munich train station drinking my Pike Place coffee, I’m struck by not only the uniformity of how Starbucks does what it does, but also by the differences in what they do. Now, let’s look at the facts. Munich, Germany and Seattle, Washington USA...
