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...
The Consultative Sale
To be effective at consultative selling, one must resist the urge to talk about themselves and what products they offer or how they beat...
Succession Planning for Family Businesses
Baby boomers are an entrepreneurial lot. The population born between 1946 and 1964 started more businesses than any generation before...
Trust Begins by NOT Throwing Up on the Prospect (Part 2 of 2)
Earlier this week, I posted Part 1 where I discussed what it means to “Throw Up On Your Prospect”. In Part 2, I’ll share four tips that...
Trust Begins by NOT Throwing Up on the Prospect (Part 1 of 2)
I have read many articles on how to build trust and agree with most points the writer is trying to make. Notice I said most. Some points...
Four Questions and Answers on How to Build your Centers of Influence Network
Whether you are a business owner, sales professional, or service provider, building your Centers of Influence (COI) network plays a vital...
6 Ways to Build a Rock Solid Relationship
1. Put the customer’s needs before your own. Don’t sell what you want your client to have. Instead, ask questions to determine...
