The alarming truth is that most salespeople have hardly any professional training at all. Does your organization need a training...
Why I recommend migrating the conversation away from Simple Payback Period (SPP) when discussing proposals, and what to do instead.
Today, a story from the field which illustrates the importance of using the right Yardsticks when communicating value to a...
Having an internal champion is an invaluable sales tactic. This question may help you find one when approaching a new company.
While clients generally like to have choices, it is possible to overwhelm them with too many choices. Here’s how to avoid this...
Once you demonstrate that you’re an authority on the product you’re offering, a prospect will more likely trust that your price is...
When you take over an existing prospect or sales account, you’ll need to collect information. Try this method of “friendly...
When selling energy efficiency upgrades, many retailers will respond better if you reframe the benefits as they apply to the...
If you need to coax a client into something they wouldn’t normally do, a little humor may be just what’s needed to “bend the...
