What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?
I”d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written a NYTimes Business Bestseller (now-outdated) on the [...]

Do you sit and wait for your buyer’s to close? They need your solution. They like you.

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were [...]

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.
What happened? Are they stupid? Did they lie to [...]

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.