A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's
It would be great if we were able to close every prospect we ever targeted, but that's just ridiculously unrealistic. So how many prospects should we have in our pipeline?
Everyone knows that it's generally easier to sell to your existing customer base than it is to sell to new clients. Still many salespeople and business owners focus a lot
Most value-based businesses hate the idea of price-cutters -- those who go into a market, offering a low price (often for an inferior product,) while pretending it's all the same.
David: In our last podcast, we talked about how adversity reveals a client's true colors. This week. I'd like to take it a step further and explore the idea of
Many business owners and salespeople have struggled with the effects of stay at home orders, mandated company closures and social distancing requirements. Some have been able to thrive, finding levels
While many businesses are now getting back to work, it's not always smooth sailing. Some industries are returning more slowly than others, which leave many business owners and salespeople wondering
Social distancing has caused many people to feel isolated. This likely applies as much to you as it does to your clients. So what can we do to help our
The COVID-19 crisis caused many business owners to experience things for the very first time. Customers ordered to stay home. Businesses deemed nonessential and ordered to close. Many personal liberties
It's hard to believe that shelter-in-place rules have effectively made in-person selling illegal in many parts of the United States. So how are you at selling remotely? Are you okay