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Happy Ears

Happy Ears

How many times have you translated positive feedback into a buying sign and convinced yourself that you are in a favorable situation only to find out later that you were wrong or maybe just overly optimistic?  Guilty! Maybe during that initial discussion, the prospect...

What is value selling?

What is value selling?

The term "value selling" and similar variations like "value-based selling" have become commonplace. These terms simply imply that we sell on value rather than features, benefits, or price. The generic terminology covers many different sales methodologies and...

Do This Today to See Better Results Tomorrow

Do This Today to See Better Results Tomorrow

I was recently asked, “What is the one thing that moves the needle the quickest to obtain increased sales results?”. This question got me thinking, and I realized that my answer would be the same regardless of the type of result I was trying to achieve. My answer is...

Why Do Some Sales Methodology Projects Fail?

Why Do Some Sales Methodology Projects Fail?

One of the unfortunate truths about training methodologies is that many of them just don’t stick or they fail to deliver on expected outcomes. Sales Methodologies fail for 4 primary reasons: complexity, lack of reinforcement, lack of measurement, and lack of...