Category:
Are You a Consultant to Your Clients?
February 28, 2007
Today we will look at the challenge of building credibility with the prospects we are presenting to and why many of us fall back into the telling model of selling.
The “telling” model I am referring to is where your prospect asks you at the beginning of the presentation to tell them all about your company [...]
Everyone Is A Salesperson
February 16, 2007
Over the past few months the focus of my articles has been around making sales. Now many of you will probably be of the opinion that as a business owner or manager you are not directly responsible for making sales. The truth in fact is that every time you communicate with another individual [...]
Are You Asking The Right Questions?
February 1, 2007
I was discussing with a friend recently some of the great authors and their books that have inspired us such as Napoleon Hills “Think and Grow Rich”, Dale Carnegie’s “How to Win Friends and Influence People” (I believe this book is second only to the Bible in numbers sold), and Brian Tracy’s “Maximum Achievement”.
In his [...]