What are we doing here again?(sales call)

The best questions are often the most simple ones.  Whether you run a large sales organization or a small one, every once in a while, you will be called in to help on a call.  The question to ask is obviously about where we are in the process at this point, where do we plan [...]

Watching a train wreck in slow motion…When you decide to ask the client to buy instead of selling

In a post a few weeks ago, I talked about the problems caused often by sellers selling hard when the client is not ready to buy….I also mentioned that in my last assignment we had devised a 7 step sales process that would have to be matched against a 10 step buying process.  If you [...]