Prospects and customers have two frequent complaints about salespeople. The first, they talk too much. The second, they don’t listen very well. Many salespeople agree they need to be better listeners. Some, in fact, are learning to become active listeners. Becoming an active listener, however, doesn’t ensure that you will improve the results of your […]
Continue readingA well-known speaker started off his seminar by holding up a twenty-dollar bill. In a room of, two hundred, he asked, “who would like this twenty dollar bill”? Hands started going up. He said, “I am going to give this twenty dollar bill to one of you but first, let me do this”. He proceeded […]
Continue readingA large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a […]
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