Genuinely connecting with buyers: There's more to it than a handshake and smile. Superficial is no...
Asking questions reveals what buyers value and to what degree.
Questions about what buyers value...
In order to align with your buyers and their buying process, the seller must first understand the...
The fight or flight mechanism is a strong one. As tensions rise, some prepare to do battle. Others...
Buyer Process? What's that?
You may be surprised to learn the buyer has a process, too. You’re...
Want to know how to wow buyers?
Are you sure? Because chances are good that you've heard and...
Adding value to a sales call – even a brief telephone call – is not difficult. It doesn’t cost a...