The good and bad of relationship-based sales. The Good Relationship-based sales methods are ideal. Most of the time those relationships are the only thing protecting you from competing solely on price. In sales training, we have a saying: “All things being equal, people buy from people they like. All things being unequal, people still buy […]
Read moreMy Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of her riddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are. Riddle 1: What did Tarzan […]
Read moreA few weeks ago my three-year-old daughter was attempting to pet a small dog and the dog turned around and bit her as hard as he could. There are a few important things I learned from this experience. First, my daughter was not hurt, but she was scared. Second, my daughter is the sweetest, kindest calmest little girl, […]
Read moreBefore you choose to answer your prospect’s “how much” question, consider if you are unintentionally helping your prospect lower your prices. While a common trick of the amateur salesperson is offering increasing discounts to win business, I…
Read moreEven if you’re not hiring for the CEO role at a high profile tech company, bad recruiting can negatively affect morale, productivity and customer relationships. Typically, bad recruiting comes down to no real recruiting process, which can be as easy…
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