FAFO in Sales – the Role & Impact of Trust
FAFO in Sales – the Role & Impact of Trust Just for fun, and inspired by the great Rob Skaer, who famously discusses the FAFO chart, I decided to take a fresh look at my chart on trust. Mislead a customer. Hide the truth. Bash your competitor. Bate &...
The Man Who Invented Sales Training: Arthur F. Sheldon’s 1902 Legacy Lives On
The Man Who Invented Sales Training: Arthur F. Sheldon’s 1902 Legacy Lives On Today, I speak and teach sales organizations how to optimize their messaging for the buying brain, the choreography of their formal messaging, deal values and trust in negotiations, and the...
Sales Reps as Educators – The Origin of the Profession
I recently had an exchange with a sales professor at an Illinois university who was asked to contribute to a research paper on the role of “salesperson as educator”. The premise, to his dismay, was the idea that the salesperson acting as an educator was a...