It’s been two years and many client engagements since I posted my first blog on The Five Abilities®. The concepts are the same but as always, experience enhances our communication efficiency and effectiveness. With that, I want to share an improved introduction to The Five...
A few existing and prospective clients have expressed need for a transactional sales process – A step-by-step method that motivates a prospective customer to move from “hello” to “yes” in a single phone call or face-to-face exchange....
Since sales is all about assessing, prioritizing and focusing on the best next actions that earn the customer’s business, the best sales plans identify and specify immediate actions that move us forward. An obvious statement but a practice that isn’t consistently followed by even the most seasoned sales...
“If you don’t know where you’re, going any road will get you there.” This quote is often attributed to Lewis Carroll from his book “Alice in Wonderland” even though the exact comment was never made in the book or by Carroll. It’s really a summary...
Sales people are naturally driven to take action. They’re more comfortable being busy than being idle. This is generally a good trait but all actions do not lead to more sales. The best sales people have learned through education and experience to choose their best...
As I write, we have come to the end of ‘Masters Week’ that kicks off the ‘Majors Season’ of the Professional Golf Association (PGA) Tour. Many golfers say this is the best week of the year. The Masters Tournament is the only major tour event played at...
What do these things have in common? – Asking that special someone for a first date – Inviting a friend to join you on that dream, cross country bicycle ride...
