- 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
- Can A Book Really Teach You How To Sell?!Sep 11, 2013
I write a lot about selling. But I don’t think you can learn to sell from a book or other written material. There’s no substitute for knowledge, of course. But sometimes all the knowledge in all the books in all the world won’t help you when you’re having an emotional reaction. Selling is a discipline but it’s also an emotional subject. And to deal with that aspect of it, you might consider working with a Sales Coach.Read More
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