Book recommendation of Bag the Elephant! How to Win and Keep BIG Customers, by Steve Kaplan.
A keen and intelligent line of questioning will help you build rapport, much as a doctor would build rapport with a new patient.
Reframing the sale in a way that allows your prospect to grab onto something that is tangible.
Reframing the sale in a way that allows your prospect to grab onto something that is tangible.
Book recommendation on Rick Marcet’s book, Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence,
