Identifying and Impeaching Incumbents
Every B2B salesperson has more than one company in their funnel they want to sell, but can’t figure out how to impeach the incumbent who is their current vendor. When you have attempted to break through you get the same old jazz, “Thanks but we’re satisfied with the...It Pays to Praise
Just like deli meat gets sandwiched between two pieces of bread, most managers insert a thin slice of praise between two thick slices of criticism. Often it’s such a thin slice that the salesperson can’t even taste it. There is an ancient maxim that says, “A bit...Buying Signals, Not Traffic Signals!
Picture driving your vehicle through a strange town while looking for a particular restaurant or specialty shop. Now visualize seeing your destination as you pass right by as your spouse squeals and points, “There it is; honey you passed it. Turn around right up here...Selling Stumbles Salespeople Share
On a quiet 2013 Tuesday night in Germany, an 1,100-pound bomb exploded… killing three men. This wasn’t a terrorist attack. The active bomb had been buried for nearly seven decades. You see, the three victims were experts on disposing of World War II-era...
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