The amateur tends to embellish or construe what they assume conveniently to be a positive or yes in the buying process. In reality, a prospect’s verbiage may include, in its most promising form, a maybe. We can’t cash checks from maybe. We don’t earn the opportunity or seal the commitment […]
Because of the continuing Corona Virus lock down Danita Bye will be giving her March 5th interactive presentation via webcast from 7:45 – 9:15 a.m. See below for details and registration: The unstoppable pace of disruption seems to be approaching us from every direction: economically, technologically, digitally, and culturally. […]
So, like many people, I have a habit of finding ways to avoid prospecting. For example: Did you know that there is a website available to create acronym’s from words? It’s nameacronym.net. The acronym for my name? A – Awesome N – Novel N – Nurturing E – Energetic T […]
As organizational hierarchy has flattened and cross-functional teams are increasingly responsible for getting the work done, everyone needs to be able to influence. In fact, last week a human resources manager told me that influencing makes up almost his entire job. “Every now and then I have to tell people they can’t or have […]
Because of the continuing Corona Virus lock down Deb Brown will be giving her October 2nd presentation via webcast from 7:45 – 9:15 a.m. See below for details and registration: Follow Up and Follow Through: Never Let Another Contact Slip Through the Cracks Are you struggling to find ways to […]
As sales is the craft of influencing new thinking in people, it is incumbent upon the sales agent to foster a meaningful relationship with the customer so each can hear and be heard. At the basis of all relationships is trust, and trust can be created and destroyed. The charter […]
I think asking questions shows that you have interest and genuine concern. The key the asking questions is to ask the right questions. The best questions to ask are “what” and “how” questions, because there are no wrong answers to “what’” or “how” questions. You give the other person tremendous […]
How many times during the day – whether during a sales call, conducting a presentation, leading a meeting, running a project – is it vital for you to ask for something that you want in order to achieve your goals? Yet many of us sabotage ourselves through bad communications habits that act as roadblocks to achieving […]
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