by msynk | Apr 1, 2013 | Sales, Sales Coaching, Sales Force Effectiveness
Not companies, not orders, not product. All of these might move, but only as a result of moving a person. Sales, as redefined by Daniel Pink, is the process of moving a person through a decision. It’s not telling him what he needs, it’s not selling him on...
by msynk | Mar 26, 2013 | Sales, Sales Coaching, Sales Force Effectiveness
It used to be caveat emptor or buyer beware. You might be sold some swampland that you don’t need by the sales person. Now it’s caveat venditor or seller beware. We’re all selling, not just the sales person, and the buyer knows just as much as the...
by msynk | Mar 14, 2013 | Sales, Sales Coaching, Sales Force Effectiveness
…. and none of them are yours. They all belong to the customer. The first decision of the customer is to decide if he/she needs to talk to you. He/she no longer needs your help with this. He/she can determine if you need to meet by going to the web and...
