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...
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...
Why Closing Efforts Fail There are two main reasons why commitment efforts fail. The salesperson doesn’t really make an effort. When an effort is made the approach is incorrect or counter-productive. The Bigger Problem In our previous article we discussed that...
