What is Your Most Powerful Selling Tool?

There is one tool that it so far superior to anything else, that it is in a class by itself.  Asking a good question is the single-most effective thing you can do with a customer.  A well-phrased, appropriately-timed question is your most powerful sales...

Q&A: Entertaining Customers

Q.  I have a problem.  I still find a percentage of customers who keep me at “arms length.”  How do I overcome this attitude from the select few of my customers? Q. You have convinced me that spending time face-to-face with customers is the...
Navigating Complexity – Part Four

Navigating Complexity – Part Four

Navigating your way through complexity in a rapidly changing, information-saturated world In my previous posts, I noted some of the factors that combine to create an incredibly turbulent, complex, rapidly changing, and information-saturated world in which we find...

A Sales Process to Build Upon

In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process.           Once we have an overview, we can understand every sales...