He who asks the questions controls the conversation. Unless of course you ask a dumb question. One of the worst things that you can do at the beginning of a cold call is say… May I have a moment of your time? You may think...
Read MoreHere’s one for really stupid corporate communication. I actually received an email yesterday that addressed me as… Dear Stakeholder, Ugh. Talk about a way to NOT build rapport with someone. Stakeholder is one of the...
Read MoreI hear all kinds of reasons why people go into sales. And I myself have thought of a number of reasons why I got into sales. You know reasons like I want money, I like public speaking, I like people, blah, blah. Ultimately...
Read MoreWhat do you do when a sales prospect won’t make a decision? I got asked this question just yesterday… Say you have great rapport and a good relationship with a prospect, and you know the prospect wants your product...
Read MoreOver the years persuade has become kind of a dirty word. For many people it has taken on a meaning of manipulation; that is manipulating a person to do something he wouldn’t do, or is not in his best interest. With this in...
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