Archive for June, 2010

Why Should I Buy From You?

It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities. But the first thing your prospect has to buy is you. You… Continue Reading

Arm Yourself I

My good friend, David Brock, chafes when I refer to sales as a blood sport. It is hyperbole for sure, but I do think it makes the point that sales is a zero sum game; one salesperson wins the deal, the rest of the competing salespeople lose the… Continue Reading

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