In my new book, titled (not surprisingly) Sell Without Selling Out, I describe how the behaviors of sellers fall into one of two categories. The first is Selling Out. The other is Selling In. Why is this important? Because ‘Selling Out’...
Your Prospects Are Giving You Their Time. What Are You Giving Them in Return? I read a blog posting recently about what a salesperson could do to increase sales. The title was something catchy like “A Billion and One Tips to Increase Sales.” It was hard to...
It’s not about what you sell, but how you sell in order to create value, develop credibility and build trust with your prospects, while differentiating yourself from the competition and winning more orders in less time.