Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here]
Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes…Continue Reading
My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college.
One class happened to be…Continue Reading
One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real…Continue Reading
The vignette that follows is true. Only the names of been changed to protect the guilty.
The CEO was on the telephone. He said, “I need to speak with someone who knows more than you.” The salesperson on the other end of the phone responded,…Continue Reading