I was working with a young sales rep the other day when he asked me what was the real secret to gaining control of the conversation when faced with objections from a prospect. I told him that it is planning
Isn’t what you have to say worth a minute of their time?
I heard it from a young rep the other day; cold calling just doesn’t work. He wondered if he should cold call or not. After listening to him
“Start by doing what is necessary; then do what’s possible; and then suddenly you are doing the impossible.”
—Francis of Assisi
The sales guru’s all say that if you take care of your pipeline, it will take care
Do you ever struggle with the question of which business person will refer you or not? If you feel confused from time to time about which centers of influence, i.e., introducers, you should be spending time with, then this article
Knowing how to unwind clients when the impulse to act precipitously overcomes them is crucial to guiding them through difficult times.
I have a client who is a soccer fanatic. Although he is from Venezuela, he is a rabid
