There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking...
Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore, to understand selling and to sell better you have to understand your buyer’s motives to...
If you’re looking to boost your sales, sell more effectively, and close more deals, the first step is to thoroughly understand your customer’s business. This involves conducting extensive research on their environment and asking the right questions during the...
At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom Box. In short, the Freedom Box is allowing our employees to do their job as they see fit. We don’t tell people how to do their job. It’s way outside...
If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed one crucial aspect of selling – he put his needs and wants before his clients. I was sitting in the conference room when the rep said;...
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