by James Muir | Sep 24, 2018 | Attitude, Closing, Deal Strategy, Insight Selling, Personal Achievement, Questioning, Sales Management, Selling Skills |
Your Questions on The Perfect Close Answered I recently did an interview with the Brazilian sales magazine VendaMais that answers many questions I get on The Perfect Close. I think you’ll enjoy it! Q. The fundamentals of Neil Rackham’s theory says that...
by James Muir | Jul 23, 2018 | Attitude, Business Development, Goals & Time Management, Lead Generation, Motivation, Productivity, Prospecting, Success |
The Three Keys to Sustained Motivation in Sales (part 2) We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation Motivation is the fourth key area and last time we discussed how to get and stay motivated in sales....
by James Muir | Jul 9, 2018 | Attitude, Goals & Time Management, Motivation, Planning, Productivity |
How to Get and Stay Motivated in Sales We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation The last and most important area is motivation. None of these strategies will work if we wont work. The Key Question So...
by James Muir | Feb 5, 2018 | Attitude, Closing, Deal Strategy, Questioning, Sales Process, Selling Skills |
How to Determine if Your Deal Can Close Without Telegraphing a Concession If you are involved in sales in any way then I’m sure you are familiar with the pressures associated with reaching end-of-quarter or perhaps even end-of-month quotas. It is unfortunate that...
by James Muir | Jun 19, 2017 | Attitude, General, Motivation, Personal Achievement, Sales Management, Selling Skills, Success |
NEWSFLASH – You Are The Biggest Factor! We’re now discussing the third of the Three Magic Pre-call Questions which is: How can I add value on this encounter? Most salespeople go into each sales interaction thinking about what’s in it for them rather than...
by James Muir | May 29, 2017 | Attitude, Planning, Sales Process, Selling to Executives |
Is This Dynamic Working For You or Against You? We have answered two of the Three Magic Pre-call Questions: Why should this client see me? What do I want the client to do? And now, we turn to the third of these three important questions, “How can I add value on this...
