- Got Trust?Feb 25, 2014
“Trust is the foundation of the sale. No trust, no sale.” —Mike Schultz and John E. Doerr, Rainmaking Conversations Read More
In Chapter 10 of my book, Win More Clients, I share some research about the role trust plays in business. Today, I’ve decided to share that valuable information with you here! Read on and comment below to share your own experiences with how trust—or lack of it!—impacts your sales success.
- Where Sellers Go WrongOct 21, 2013
You don’t think of yourself as a salesperson, right? You do other things at work – not just selling!
But is it also true that, if people at your level DON’T do some business development work, the future of your firm is compromised?
- Closing is a fool’s errand that alienates buyers.” Really?!? NO.Sep 18, 2013
In an article published earlier this year, Mike O’Horo, who, like me, trains lawyers to sell their services, asserted that “Closing cannot have any legitimacy.” He went on to explain his position, ending with “Closing is a fool’s errand that alienates buyers. It’s like teaching a pig to fly: It doesn’t work, and it irritates the pig.” Well, I took exception with that last idea! Read my response to him.Read More
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