Jun
30
2011
Handling Objections Effectively – Step One and Two
Attitude and onions – two points about handling objections in selling conversations.
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Jun
28
2011
The Good News about Objections
Objections reveal what stands between you and a prospect doing business together.
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Jun
23
2011
What’s the Urgency?
Know the reason that it is urgent for your prospect to buy now. Your prospect probably doesn’t know it!
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Jun
21
2011
Closing Rule Three Applies to Appointments
“Close and get out” applies to securing a first appointment with a new prospect.
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Jun
16
2011
Make a Quick Exit to Save a Sale
Some thoughts on why you should leave right after closing a sale.
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Jun
14
2011
Lessons Learned about Closing Rule Three
The road not taken: issues that come up after a deal is signed or a sale is completed.
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Jun
09
2011
Closing Rule Number Three
Closing Rule Number Three: A story about the importance of getting out after getting a commitment.
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Jun
08
2011
“Us” and “We” in Selling Conversations
In sales conversations, avoid using the words “we” and “us” to refer to our own companies.
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Jun
07
2011
Jun
02
2011
Introduction to Closing
Nothing about selling matters unless you’re ultimately able to get business closed.
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Philanthropy Journal Article
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