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

Minimize the Compromise

For sales professionals, everywhere. I am often asked how to manage the interaction between spouses or decision makers; how to work with them together to come to a positive result (the sale). To do that, we need to be prepared, … Continue reading