Are Objections Driving You NUT$? – Part I
Photo credit-avstop.com After every flight, UPS pilots fill out a form called a ‘gripe sheet’ which tells mechanics about problems with the aircraft. The mechanics address the problems; document their actions on the form, and then pilots review the gripe...Don’t Let Sales Objections Drive You NUT$ Part 2
If you missed Part I of this article, please stop now and read it HERE before continuing… Let me first share this short yarn about “trust” and then I’ll get back into this important topic and discuss the final two types of objections. Years ago a fellow named Parker...Don’t Let Sales Objections Drive You NUT$ Part 1
After every flight, UPS pilots fill out a form called a ‘gripe sheet’ which tells mechanics about problems with the aircraft. The mechanics address the problems; document their actions on the form, and then pilots review the gripe sheets before the next...Well-Timed Leads to Well-Played
How many times have we all heard that “timing is everything?” I can certainly attest to that and will give you an example from my past. In 1980 I made a career change into a sales field totally foreign to any of my past employment experience. The reason I did this was...Nibbled to Death by a Duck
One day a dentist was performing an exam on a new patient: “Hmmm,” the dentist said after reviewing the x-rays. “What’s wrong?” asked the patient, sensing the concern. “Looks like we need to pull a bum tooth,” said the dentist. “Oh no!” the patient grimaces. “How much...
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