Sometimes they will ask you about your price before they will even agree to a meeting. Sometimes they will ask you about your price during your needs analysis. They are absolutely going to ask you…Continue Reading
Archive for June, 2010
Anthony: I am rereading your book with great interest. One thing that dawns on me is that you originally wrote this book in 1970. Is that…Continue Reading
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal.
The stages of most sales processes include things like ensuring that…Continue Reading
There are some laws that cannot be broken no matter how hard you try. Gravity is one of these laws. You may be able to beat it for a short time, but it will relentlessly work to replant your feet on the ground. And it will win every time.