Do me a favor and think of a time where someone agreed with everything you had to say; it's never happened, has it? Objections from potential customers are a commonplace, the same way that we argue with our friends and family over where to have dinner - there are pros and cons to every decision... Continue Reading →
Building Rapport: First Impressions Matter!
Do me a favor and think about the last time you walked away from your first conversation with somebody and said to yourself, “I really enjoyed meeting them!” What you did together was create good rapport. I’ve said before, and will continue to at length, that people buy from people that they like, and people... Continue Reading →
Follow-Up Strategies: Nurturing Relationships and Driving Conversions
Do me a favor and think about the last time that a prospect bought from you during or right after the first time you made contact with them. It’s never happened before, has it? We already know that the sales process is not a straight-line path, but instead more like the cha-cha slide where we... Continue Reading →
SPIN: The Power of Effective Questioning
Do me a favor and think about the last time you spoke with someone close to you who had a problem staring them in the eyes, but didn’t realize they had a problem at all. I think often times we get so used to living with a problem that we either choose to ignore that... Continue Reading →
Lessons Learned Through Honesty and Transparency
Do me a favor and think about the first time you realized that your job wasn’t going to be a walk in the park. For me, that thought crossed my mind within the first week of starting my first job after graduating from Indiana University. I was stepping into a CPG company in a sales... Continue Reading →
Asking the Right Questions
Do me a favor and think back to a time when someone asked you a question you knew they already knew the answer to. I'd bet your opinion of them changed slightly in that moment, didn't it? Asking the right questions is a skill that holds tremendous power in both personal and professional interactions. It... Continue Reading →
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