Prepare Your Questions In Advance

Prepare your questions in advance of every sales call.  The questions must fit the context and circumstances and be tailored to the individual you are calling on.  Great questions showcase your skills.  The quality of the question builds trust with the prospect. ...

Knowing is the Enemy of Learning

Knowing is the enemy of learning.  Listening is its friend.  Keep an open mind.  Seek different points of view.  Listen to understand versus listening to formulate your arguments.  These are the secrets for influencing others.  Selling is the art of influence. In a...

Selling is Like a Bicycle

Selling is like a bicycle.  The back wheel is your product knowledge providing power and propelling you forward.  The front wheel is your relationship skills providing direction taking the prospect where you want to go.  The frame is your territory and time management...

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