My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, and I was driving the through Starbucks. The phone was on the seat next to me. He expected to see me because I…Continue Reading
Tag: Sales Calls
Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to building and sustaining a high performing sales force.
A Prospecting Plan that Opens Opportunities: It’s one thing to…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
Take a look at the scale in the picture above this post. The scale is perfectly balanced. Your results in life—and sales—are very much like this scale.
The scale that is your results is always precisely balanced, too. Whatever you put in on one…Continue Reading
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now…Continue Reading