Good Questions & The Basics of Selling
Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps.
It’s Not the Price – It’s the Risk!
"Low price, low price, low price." It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways
Two Principles for Closing The Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the
