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Archive for the ‘Selling Skills’ Category
I have written on this topic previously. During a recent conversation with a client, the subject of how to approach prospects came up and hence this post, The ability to connect with people is a… Read More
“The most important thing in communication is to hear what isn’t being said.” Peter Drucker. These are wise words to be sure. ‘Hearing’ what is not being said is a skill you can develop. So how does… Read More
Maintaining the status quo is right up there with price objection as a common barrier to sales. There are many reasons for a propect to take the position of maintaining the status quo. As a… Read More
As professional sales people, we are taught to identify needs, quantify value and provide effective solutions for our customers. It is easy to become foused on solutions too early in the sales process. Every day… Read More
A propostion is put forth to convince the listener to consider what you are proposing as a viable option. It is the reason your prospect will listen to you and paves the way for meaningful… Read More