- You might measure your success in sales by your income or how often you make President’s Club, two good measures.
- Another way is to track the number and value of your won deals.
- But the best way to judge your success is by the…
Commitment #3, which you’ll find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is “the commitment to change.” We want our clients to change from our competitor’s solution to ours, something that would require them…Continue Reading
In the 1950s, a student of psychotherapy at an English hospital studied relationships between the therapist and their patient. The student noticed that the patient wanted the therapist to be in the "one-up" position in the relationship, possessing…Continue Reading
It takes a long time to become a consultative salesperson if you are not given the training, development, and coaching that would speed up your development. As you pass through the development stages to become a consultative salesperson, you will…Continue Reading