We have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare him the winner!!
Here are my choices, in the correct order, with …

Sales is a needs assessment-problem discovery/solution placement model. We use relationships and industry knowledge and well-conceived product data to align with prospects to help influence them to choose us.
Now, with technology, we have even more …

Do you believe that to close a sale you must ‘get in front of prospects?’  Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact? That ‘face-to-face’ …

How often have you chased a prospect for weeks/months/years and then got a ‘no?’ How much time have you wasted that you could have used for finding prospects who would become clients? And how much …

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty …

Are your sales taking too long to close? Do you know why?
Is it you? Is it your prospect? Is it your product?
And what would you need to do differently in order to close more quickly?
One …