I’m going to share with you why salespeople are losing the deals they’re losing, why the deals get stuck, why they can’t overcome objections, and why they don’t close. I’m going to share with you the number one reason that almost every problem...
Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and hooking the fish feels like the hardest part. The problem is,...
To be a Problem-Centric™ seller you need to be able to identify and have a deep understanding of the potential prospect’s problems before anything else. Do you know what problems your customers might have, probably have or most certainly have? When you...
Don’t Get Trapped: Solving Business Problem, Not Technical Problems We’re told to go find our customers problems and solve them. Easy enough, right? Well, not exactly. There are a lot different types of problems and not all problems are equal. And if we...
In sales there are order takers and order makers. Order takers are reactive. They listen and respond to customers requests. They respond to RFP’s. They give the customer what they ask for. Order takers sell in the now. They focus on what can bought...
We use cookies to ensure that we give you the best experience on our website. If you continue to use this site we will assume that you are happy with it.
