One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales...
The short answer to this question is, “No!” I say “no,” because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end. I’ve had the unique opportunity to sit at both...
We’ve all had customers who just don’t want to move forward. They throw out one reason after another, and you know their problem is simply they can’t make a decision, but won’t admit it. You want to close the sale fast to allow you to move on. The only asset...
It sounds crazy to say this, but great salespeople love to hear the word “no” from a customer. “No” is simply a snapshot in time. The sooner you hear “no” from a customer, the sooner you can ask questions to find out why they...
You’ve got your meeting scheduled with the CEO or you’re on the verge of getting the meeting. In either case, the question is asked, “Why should you be able to take up the CEO’s valuable time?” The most precious resource the CEO or any other...
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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Thank you. I work hard to bring you content that will move the needle! Great selling.