Since you are following my articles on Relationship Selling, by now you’re starting to get it that I believe in following a system. That doesn’t mean every sale made is templated. It does mean that the more times you can follow a system, your closing ratio goes up. Practice the Fundamentals Before … [Read more...] about Relationship Selling- A Tool for Improving Your Presentation
Articles
How to Handle An Argumentative Person on Your Team
Building a team with diverse personalities requires a leader who can handle them. There will be days when you'd like to fire all of them and then others when you couldn't be prouder. Let me share some tips and strategies to handle an argumentative person on your team so you create more days when you … [Read more...] about How to Handle An Argumentative Person on Your Team
The Importance of the Qualifying Step in the Sales Process
If you and I were sitting at a table together and I asked you to guess how much money I had in my wallet, what would you say? I’ve done this exercise thousands of times. Nearly 90% of salespeople start naming a number trying to guess. That approach is a long shot at best. A guess of any amount … [Read more...] about The Importance of the Qualifying Step in the Sales Process
Be Patient When Hiring and Firing
If you're responsible for direct reports, then you've heard the hire slow and fire fast statement. Yea, you may have even heard that from me over the years. Before you actually pull the trigger, I'd like to ask you to consider a few things. If you are hiring a CEO, then please read one of my … [Read more...] about Be Patient When Hiring and Firing