Tips on Strengthening Your Advances We’ve been discussing engagement, advances and how to brainstorm the best advances for your type of sale. Before moving on I want to offer a few tips you can use to make the advances you’ve come up with even stronger...
How to Brainstorm Advances For Your Sale We’ve been talking a lot about advances and advancing the sale. It’s time to get tactical. We’re now going to brainstorm some possible advances for your type of sale. This is a critical exercise because these...
Are You Mistaking These Proposal Engagements for Sales Advances? Around proposals there are three forms of customer engagement that are often confused for sales advances. These often fool salespeople into wasting huge amounts of time on prospective business that will...
Are You Mistaking Engagement for Advances? In my workshops I have discovered that there are a number of interactions with a possible client that are generally positive but do not technically qualify as advances because they don’t represent commitment, or they lack the...
