“Well, actually…..”

In a coaching meeting today, we were dismantling Objections….getting underneath to what drives them (fear, lack of information, something the salesperson missed in Discovery)…
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Refocus

In my sales process “Sell it or Schedule it!”™️, Step 2: Connecting
includes ‘Get to Neutral’. This is an intentional action. Three breaths that reset and reboot our machinery and allow us to refocus… 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