Archive for July, 2021

How to time your value creation

How to Time Your Value Creation

The Gist:

  • It is critically important to guide your clients through the conversations necessary to improving their results.
  • It’s also important that you have the right conversations at the right time.
  • Time each conversation based on its…
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First you create value

First You Create Value

The Gist:

  • Your clients measure your performance by the value of the conversations they have with you.
  • Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts.
  • Focusing on…
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Sources of Power In Sales

Sources of Power in Sales

The Gist:

  • Gary Klein offers a useful lens to think about your power in a sales conversation.
  • Certain insights are only available to those who have the expertise to acquire them.
  • Use Klein’s model to help you recognize the areas where…
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