5 Elements of an Effective Sales Procedure
Last week we discussed how a sales procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best
Last week we discussed how a sales procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best
Some people have trouble achieving because they've never really outlined their goals and when you fail to define what you want, it's nearly impossible to get it. But maybe you
Indecision is deadly to sales. People think they want to buy something, but they're not sure what. Or they know what they want to buy, but they can't decide on
I can't tell you how many times people have told me that they need to bring in more clients before they can invest in either the training or the marketing
Whenever I talk with the owner of a business or professional practice who is struggling to attract more clients, they inevitably tell me that they are either in the process
It's easy to get distracted in the blizzard of activities that we have going on all around us every single day. But unless those activities include a significant number of
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. That's why the LAIR Method, our
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
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