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 →
Last time we wrote about those frustrating times when prospects hem and haw, refusing to commit to setting an appointment or closing the deal, even when you’ve shown them it’s clearly in their best interest to go forward. We blamed … Continue reading →
Ever deal with a business insurance prospect who’s interested but can’t quite commit to meeting with you? “I think I’ll wait ’til next year.” “We’ve compared in the past and it didn’t work out so I don’t think we want … Continue reading →
A few months back I received a pitch letter from Amazon with a markedly negative tone. You’re not taking advantage of all the Prime benefits that you’re already paying for, it admonished. I could be watching all kinds of movies … Continue reading →