consultive selling
Time is Everything – Double Your Sales in 2009 Part 2
You don’t send a proposal to a new lead you’ve never talked to right? You wouldn’t try to schedule a presentation with a company that just signed a multi-year contract with your competition either. Some things in selling are obvious. Many more are not. In fact they can be completely counter-intuitive. Are you using a [...]
Awesome video on how to ask instead of tell in sales
We’ve all heard about "consultive selling" and most readers of this blog have probably at least tried to follow its principle of asking probing questions and listening the customer’s real needs. I’ve had the opportunity to talk with Micheal Lake, of Red Lake Marketing, recently and he shared a really great video his company produced [...]
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