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 →
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 →
Consultative Selling: Understanding Your Customer’s Needs
Do me a favor and think about the last time you were in a retail store. If I were a betting man, I'd say that you were approached by a sales person in the store who asked, "anything I can help you with today?" Even though the introvert inside of me will always say no,... Continue Reading →
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