There is nothing wrong with exploring what you might be or do. In fact, it might take you a while to find something that captures you, especially if it’s something you never considered. But once you are certain about what it is you are going to…
The real close when you make a complex sale doesn’t occur when your prospect signs the contract and through all your effort becomes a client. The real commitment you need to gain only starts when your dream client signed your contract. The real…
When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are…
Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales…
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal.
The stages of most sales processes include things like ensuring that…
To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of these attributes is the foundation for all others. Only one is the master key to sales effectiveness. This attribute stand…
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