Deal-or-No-Deal_Minimize_Definite-Maybes

Deal or No Deal: Minimize “Definite Maybes”

Unbeknownst to most salespeople is the idea that selling is all about getting prospects to make decisions, both small and large. Getting decisions that reach a conclusive “no” or “yes” and getting decisions that allow the prospects the freedom to decide “no,” without the fear of a salesperson’s full frontal counterattack. Therefore, selling isn’t as…

Building-Loyal-Relationships-in-a-Disloyal-World

Building Loyal Relationships in a Disloyal World

Relationship selling is the bedrock for successful selling in the new millennium. However, most salespeople conduct themselves as if they were in a quaint Norman Rockwell painting, building relationships on a smile and a firm handshake, on friendship, on shared mutual interests, common background, charisma, personality and frequency of contact. This quaint, traditional and old…