As a quick reminder, a “boost” is something you can use when communication is less than optimal. When you sense an obstacle or if you just feel like the communication/relationship could use a “Boost”. You can also use Boosts
Let me introduce one of my favorite principles: It’s called the Principle of Dichotomy. The Principle of Dichotomy says this: Anything less than a conscious commitment to “A” is a subconscious commitment to “B” when “A & B” form
The client says something to the effect of this: We like what you’re proposing, it’s just that we can get the same thing from the competition for ??% less. Note: The difference must make a difference.
Many sales calls have a common pattern. The Client or Buyer asks: “What is the price?” The sales person responds: “it’s ___________”. There is an uncomfortable pause as the Buyer begins thinking about any number of things including: budget,
Decision Makers like Red AND Blue pills. In the movie “The Matrix”, Morpheus meets Neo. This is a long awaited meeting for both of our heroes. Morpheus explains briefly the Matrix to Neo and then gives
Years ago, my first real sales mentor taught me about, what he called non-fluencies. We recorded an actual sales call with the intent of breaking it down and critiquing it. Then the goal was simple, continue