What’s the difference between qualifying and disqualifying and how’s it accomplished? I’m assuming we’re talking about someone who might be interested in what you have to offer. It’s all in the mindset. Qualifying implies that the salesperson is looking to “qualify” the prospect as someone they might try to sell to. In this case the […]
Continue readingUnfortunately, we live in a modern culture that does not emphasize personal responsibility. The result is an epidemic of excuse making. It is not my fault is the prevailing attitude of the masses. The sales manager is charged with the responsibility of setting proper expectations, developing systems to track and record sales activities and results […]
Continue reading
According to Joseph E. LeDoux, Ph.D., a world-renowned neuroscientist at New York University, trust is a social emotion. It is the ability to put yourself in the mind of another and predict what they are thinking or what they will do. Psychologists call this the “theory of mind.” To provoke trust, a sales person has […]
Continue reading