The Best Way to Handle Sales Objections?
The best way to handle sales objections? I believe there are two approaches. The first, at the highest level, is to listen when they come up, empathize, respond, confirm and proceed. There are a gazillion articles and resources to dive into how to do this most...
Using History to Predict – The Future of Sales
Using History to Predict – The Future of Sales Audio Podcast If the saying “if we don’t know history, are we doomed to repeat it” is true, then why can’t we use history to also predict the future? In this episode, I attempt to do just...
The Future of Sales – A Counterintuitive Perspective
The Future of Sales – A counterintuitive perspective at how the sales profession has not changed, how it is changing, and opportunities to take advantage… “Buyers know more nowadays!” Articles, social media posts, podcast episodes, and even entire books...