All Posts by sclark

It’s NOT About the Coffee!

The Proposal In 1990, Howard Schultz had a proposal for a small coffee wholesaler in Seattle called Starbucks. At that time, the average cup of coffee sold for 50 cents and Schultz wanted to help them sell the 50 cent cup of coffee for $5. Of course, the people at Starbucks, and other players in […]

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Understanding Prospects Buying Styles

The Key to Developing Trust and Credibility Buyers have many different likes, dislikes and motivations. Top performing sales professionals know that the key to developing trust and credibility is to expertly determine the likes, dislikes and buying styles of their prospects and to adapt their communication style to match that of their buyer. Some buyers: […]

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