Diagnose Deeper Needs And Create A Bigger Perception Of Value

What are the most common objections that you hear from prospects and customers? Chances are, they are what I call “value objections.” Objections like, “I can’t afford it”, “it’s not a priority” or “it’s not in our budget”… We have bigger problems… We’re doing OK with what we have… The absolute worst value objection is … Read full article

To Become a Better Sales Coach You Need to Think Differently

Have you ever considered what made you successful when you were a salesperson? You were, and still likely are, action-oriented, decisive, and adept at problem solving. These sales attributes were rewarded as a salesperson – and then you got promoted and everything changed. Except – perhaps – you. Now I ask you to consider – … Read full article