Stop Selling and Start Dating
Do you remember when you went on your first date with your significant other? Do you remember the hours and hours you spent talking to each other and how the time seemed to fly by as you listened more intently to every word that was spoken? You asked questions about their family, education, work goals, religious beliefs, favorite songs, and greatest vacations. You learned that they grew up like the Cleavers or were from a town like Mayberry. As the days and weeks went by,
Ask This One Question to Significantly Reduce Objections When it’s Time to Close the Sale
One of the biggest complaints I hear from business owners and their sales teams is that when it comes time to close the sale, they learn that the incumbent far too often gets the last look at the proposal and many times either matches the price or beats it by just enough to retain the business. If this has ever happened to you, you understand how frustrating it can be and you’re not alone. After all, how can the incumbent keep the business after you’ve uncovered problems ex
