Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing?
How could you not know the primary…Continue Reading
It is increasingly difficult to make sense of the intricate, complicated, and sometimes convoluted, tangled mess that is business today. Globalization and the flattening of Earth have eradicated abject poverty for much of the world, and in doing…Continue Reading
The single question I hear most often from salespeople is, "How do I compel my prospective client to take action?" We have to unpack this a bit to explore what's behind this question. You can compel your client to take action, but much of what…Continue Reading