Are you selling your customers a forest? Or a tree?

Posted on February 1, 2010 by

Sales prospects respond better when you focus on one topic. The key to being an effective communicator is to pick the RIGHT topic to concentrate on in your sales presentation.

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To overcome price objections, show prospects you’ve sweated the details

Posted on February 1, 2010 by

After years of negotiating with salespeople, I started to notice something about my own behavior: The harder a salesperson worked to get my business, the less likely I was to push back on price.

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