Remind them of the advantages they’ll get when they buy… …And the hassles and difficulties that will go away. Have you ever started to email someone, found your attention hijacked by new messages waiting in your inbox – and then … Continue reading →
Questions are amazing communication tools. They uncover information, engage others, and demonstrate our own interest and caring. We can use them to uncover facts and figures or to learn about people’s feelings, opinions, ideas and attitudes. We can test people’s … Continue reading →
In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes. To learn those details we need to develop skill … Continue reading →
I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay. He’s backpedaling, crouching, bobbing and weaving — maintaining as … Continue reading →