If you go to people to share a problem without sharing an idea as to how the problem might be solved, you're just complaining. Even if you don't mean to be negative, you are. And the more you talk about the problem without also talking about what…Continue Reading
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in.
Conflict at the Start
The conflict begins at the very onset of…Continue Reading
For God's sake can we please stop talking about sales like it's 1954? Don't you cringe when you hear people say things like "People don't want to be sold? Is it really your experience that salespeople are walking into their prospect's doors…Continue Reading