1. Be assertive – not aggressive or passive. My definition of assertion is simple: “Say what you mean, mean what you say, and don’t be mean when you say it.” Let this rule guide your conversations with all customers […]
A couple of months ago I had a small kitchen fire in my home. All is well now, but for a few days my family and I camped out in a hotel room and once we returned home we […]
Last week, one of my clients—we’ll call him Rick—had a demo scheduled with a prospect. The standard “show up and throw up” they typically did early in the sales cycle.
Trying to shorten the sales cycle, I asked naively, “Why […]
1) Is it an essential component to your sales mission or just an ingredient in the recipe?
List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process.
Now, ask yourself. […]
There are several reasons why consultants ultimately lose deals they should have won. Unless your portfolio is poor, consultants lose contracts because they either didnt listen or they didnt speak effectively to convey what services they could offer, that […]