There are still too many people writing that effectiveness in sales requires an approach that is mutually exclusive, that you must do “this” but not “that.” Most of the time, the new thing is described as being the right choice, and…
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If the most high-end product, service, or solution that you sell was available at the lowest price in the market, selling would be easy. So easy, in fact, that it wouldn’t be selling at all; it would be order-taking.
The price of an offering is…
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Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is struggling to produce those outcomes, and you are upset that things aren’t going well. You are right to be upset, and you are…
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NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…
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For many decades, salespeople were taught to find “the” decision-maker, that one person who had the authority to bind a company to a deal. They were taught that they needed to reach the C-suite if they were to create and capture opportunities.…
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The salesperson explained that their prospective client had made a number of commitments in the past, and had each time failed to keep their commitment. Their prospective client is smart and successful, and they had reached out to the salesperson…
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