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Sales Advice Interview

Sales Advice: You are the Interviewer

Here's a secret for you... The only way you'll know what a prospect is thinking is when they open their mouth and tell you what they're thinking. And the only way you will know what they're thinking is to get them talking about what they're…
Sales Advice Do not make Assumptions

Sales Advice: Don't Make Assumptions

Do NOT make assumptions. Ask good questions!   Of course, you've heard the old joke about assumptions make an ass out of you and an ass out of me. Salespeople assume answers to questions they don't even ask.   What do they…

Which One Will You Choose?

SALES MANAGEMENT I’ve got a sales manager coaching client who has 8 sales rep direct reports. One day during one of our coaching sessions, he said to me, “Steve, I’ve got 2 great producing sales reps who outsell the other 6 reps on…