Archive for February, 2016
Some people have to burn their hand. They have to touch the stove for themselves. You can tell them that the stove is hot and that they are going to injure themselves. You can show them that glowing blue flame is proof that it is too hot to…Continue Reading
- Selling when there is no compelling need: You are not going to win a deal when no deal is possible because your prospective client has no compelling need.
- Skipping stages of the sales process: Skipping stages of…
Reaching your dream client can be difficult. Creating an opportunity when your dream client is already satisfied and when they have no compelling reason to change feels like mission impossible. You are in the business of competitive… Continue Reading
Here are some of the things salespeople and entrepreneurs say that provide a glimpse into why they struggle to create and win opportunities.
- The prospective customer wants to control the process. It may be true that the potential customer…
Running a business isn't easy.
I just watched a video in which the leader of well-known and well-respected brand informed his workers that their jobs would be eliminated in the next two years while the facility relocates to Mexico.
The leader of…Continue Reading