‘Decide Between’ versus ‘Choose Among’

Consider that the easiest process for the customer would be … Continue reading

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Asking Discovery Questions

For salespeople and sales managers… A couple of months ago, I had the good fortune of working with an organization that had me start DiSC and sales training with the 3 sales teams. It was great and we began to … Continue reading

Assess versus Assume

For salespeople and sales managers… What matters to your buyer, and how do you know? Are you making up what you think is important to them based on the market, other customers, your own preferences? When faced with a new … Continue reading