Prospects
Prospects Aren’t Always Prospects
As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business
Upselling: find additional business in existing accounts
Many years ago, just as technology was becoming ubiquitous, I closed
Recognize Buyers on the First Call
A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he