How to Ensure Your Sales Pipeline Keeps Flowing
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The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.”...
An important ability within The Five Abilities® is VISABILITY—the critical ABILITY in prospecting. Being seen in the right way, by the right people, at the right time. Often overlooked is the reality that this troika rarely happens all at once....
Bringing people together to solve problems is what the best salespeople do well. Selling is about solving problems in ways that convince people to engage effort and resources they might not have done without your influence—including buying your product or service. Here are the three steps to practical,...
Too many salespeople have a habit that I call over-pitching and under-relating. I’ve seen such behavior first hand and I can tell you the outcome: the customer runs as fast as he or she can to get away from such people....
If you’re in sales (or in any business) you’re going to face rejection. A lot....