The Sales Blog
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]
Selling well requires that you ask for--and gain--commitments. We move from one commitment to the next commitment, from target to close. If you're going to gain those commitments, you're going to have to ask for them. Here's how to get better at asking. Tie Your Ask to Future … [Read more...]
I learned a lot about negotiation at Harvard Business School. I took classes from Max Bazerman (for my money, the best in the business) and John S. Hammond (no slouch either, one single insight he gave me has paid dividends for decades). We did a lot of work on taking some of … [Read more...]
Leaving A Trail of Negativity Behind You