NoHeader

Latest "Leadership development" Posts

The first issue with asking prospective clients questions is: Do YOU have the inclination to do so? Many people go right into a discussion of their capabilities or products, their company, etc. without enough “discovery” taking place. I like the adage that anyone who goes into a presentation without performing some needs-analysis first is NOT […]

“Your price is too high.” “Is that your best price?” “What kind of deal can you give me if I buy from you instead of XYZ Company?” These are among the most dreaded words a person in sales can hear. A typical response from an average salesperson may be: “Is there anything else that may […]

Don’t ever negatively prejudge the result of a sales encounter. I think in terms of one of our sales processes we need to make sure we are always thinking of giving it our best shot. Don’t be like the Rolls-Royce salesmen in Indianapolis, Indiana. On a Saturday morning three Rolls-Royce sales people standing around talking. […]