10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [Read more...]

On Latent Dissatisfaction and Dissatisfaction

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The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change. Your prospective clients have plenty to be dissatisfied about, but they may not yet be aware of how … [Read more...]