WINNING AT SELLING

Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, "How do you eat an elephant? One bite at a time." And as a sales professional you will need to analyze, determine and plan out those "bites". So grab a knife and fork as Scott and I dig into the steps for creating...

We all have different goals and priorities.   Measured on different benchmarks.   Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What's in it for them?   We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us. Let's flip the script as Bill, and I investigate, Who are They Wor...