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Communication

Sell to Prospects who CAN/WILL Buy
Monday, 30 Apr, 2018
Sell to Prospects who CAN/WILL Buy

Your solution is great. You know the narrative of the type of buyers who buy.

How Listening Filters Cause Misunderstanding
Tuesday, 24 Apr, 2018
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard,

Making Negotiation Win-Win
Monday, 9 Apr, 2018
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends

Sellers Ask the Wrong Questions
Monday, 19 Feb, 2018
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 5 Feb, 2018
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague,