Value

March 7, 2017
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Don’t Go into Your Next Sales Conversation Without the Answers to These Four Questions

In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …

Are you asking the right questions?
January 14, 2017
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One Test to Determine Whether Your Sales Call Was a Winner or a Loser

After 30 years of research and consulting, I’m hearing one complaint from executives more and more. They’re tired of the traditional diagnostic questioning methodologies. Not …

March 5, 2014
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How to Respond to “I Want a Lower Price!”

If I were in Procurement, and I were negotiating a deal with you, the seller, I would be a fool not to ask for a …