What Do Want Your Customer to Do? – How to plan the advances for your next sales call We have been covering the six elements of sales encounter planning. Regardless of the methodology or tools you use to plan each sales encounter, you should cover these six...
When the Next Step Involves Your Competition (Tough Medicine) Are you ready for some tough medicine? Sometimes the next big step in a prospect’s evaluation process is to evaluate alternative solutions. Guess what? This step in their buying process doesn’t...
Do You Know The Three Magic Pre-call Questions? I want to make make every one of your sales calls massively more effective. All of them. For that reason I want to introduce you to the Three Magic Pre-call Questions. You should know the answer to each of these...
