Resurrection: How to Turn Your Dead File into Healthy New Business
Sales is a demanding career path, and we are always looking for ways to find new business and meet our quotas. If you’re in this... Read More
The Power of the Parallel Situation
As sales professionals, we can never have enough tools in our arsenal for dealing with client concerns. One of our favorites is the “parallel situation,”... Read More
4 Steps to Finding Time for Creative Thinking
We all have goals we want to accomplish with our clients, and we can find ways to achieve them through creative thinking and innovation. Finding... Read More
How to Show Your Clients That You Respect Their Time
One of the most common complaints clients express about salespeople is that they don’t show enough respect for their time. The best way to avoid... Read More
What to Do When a Prospect’s Boss Says No
A classic objection that many salespeople hear from clients is “…it’s my boss, not me.” While this can be discouraging, you just have to treat... Read More