- It is critically important to guide your clients through the conversations necessary to improving their results.
- It’s also important that you have the right conversations at the right time.
- Time each conversation based on its…
You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…Continue Reading
In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, there are teams of subject matter experts who make the decision together. These decision-influencers all spend more time…Continue Reading