Your mindset affects not only your emotional state, but also the way you’re perceived by others.
What’s one of the first questions you need to ask yourself before attempting to sell an expense-reducing capital project?
One of the most overlooked metrics is my favorite one to use: savings-to-investment ratio or SIR.
Sometimes, one needs to “connect a few dots” to help the prospect realize just how urgently they need your proposed solution.
While your prospect’s business may not have “saving the trees, seas, and honeybees” featured prominently on its goal sheet,...
If you can’t determine why someone would feel compelled to purchase from you, how can you expect to present him or her with a...
You might learn something about the decision-making dynamics in your prospect’s organization.
