You can build credibility with your clients and customers simply by using inquiry, and listening before you jump to a solution.
Alright guys, let’s talk about this idea of diagnose
Leading statements are not the only way to handle objections, but they are very useful in many situations.
Hey guys, Joe Thomas. We’re focusing this week on handling objections. That’s
You can find many opportunities for value exchange as you and your clients move through the decision cycle.
Hey guys, here’s a simple idea: never do something for nothing. Look
You can become a trusted advisor to your client by using the most credible voices you have access to.
Hey guys, Joe Thomas, simple point today: we’re going to focus
Understanding motivations and using high-focus language can get you the meetings you really want.
All right guys, one of the things we often struggle with is gaining access to the
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