Question: When is the prospect ready to buy? Answer: He or she will tell you if you just pay attention (aka listen). The link between the presentation and the close of the sale are buying signals. Recognizing the signals to buy is one of the nuance areas in the science of selling. I don’t believe…
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Seems too simple. Just ask. In most cases to get the sale — at some point you must ask for it. “Yes, Jeffrey,” you say, “but when do you ask? What’s the perfect time to ask?” How do I know? No one knows that except you. I can only tell you it’s a delicate combination…
How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales presentation? And most important how are you certain that you engage your prospect in your presentation? What makes your sales…
Ever dream? Ever had a scary dream? Think you were dying? Falling? Wake up in a sweat? What causes dreams? I have no idea — and neither do the experts. All kinds of studies, all kinds of theories, all kinds of books, very few answers. And you’re thinking “night,” aren’t you? There’s a much more…
When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production standards based on what I could produce at each station. On my first official day as boss, Ozzie, our superstar…
Beginning a relationship is easy. Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing. In the beginning, all is well. Friendships blossom. Feelings emerge. And life is good. It’s like fast dancing at a bar. You kind of get to know the other person without touching them. Watch them…
