By Roger Dawson Let me tell you about my pet subject: When you’re selling your product or service, money is way down the list of things that are important to the other side. People Want to Pay More, Not Less After two decades of training salespeople, I have become convinced … Read more
By Roger Dawson Let me tell you about my pet subject: When you’re selling your product or service, money is way down the list of things that are important to the other side. People Want to Pay More, Not Less After two decades of training salespeople, I have become convinced … Read more
by Ernest Nicastro My wife likes to shop at the local Safeway. Is it because of the competitive prices? Yes, that’s part of it. Is it because of the convenient location? Yes, that’s part of it too. She also likes their produce department. But the biggest reason she likes to … Read more
by Ernest Nicastro My wife likes to shop at the local Safeway. Is it because of the competitive prices? Yes, that’s part of it. Is it because of the convenient location? Yes, that’s part of it too. She also likes their produce department. But the biggest reason she likes to … Read more
By Lenora Billings-Harris Think of a leader/manager in your life who really motivated you to be the best you could be. What attributes or characteristics describe that person? What habits did he or she have that worked for you? Over the past few years, I have asked hundreds of leaders … Read more
By Lenora Billings-Harris Think of a leader/manager in your life who really motivated you to be the best you could be. What attributes or characteristics describe that person? What habits did he or she have that worked for you? Over the past few years, I have asked hundreds of leaders … Read more
By Bill Brooks “But I Can’t Sell on Quality … Ours Aren’t Really the Best on the Market.” Most salespeople believe that quality means “best,” but quality does not really mean best. Quality means conformance to standards and expectations – your prospect’s standards and expectations. Quality means the right stuff – not the … Read more
By Bill Brooks “But I Can’t Sell on Quality … Ours Aren’t Really the Best on the Market.” Most salespeople believe that quality means “best,” but quality does not really mean best. Quality means conformance to standards and expectations – your prospect’s standards and expectations. Quality means the right stuff – not the … Read more
by Nido R. Qubein One of the questions I hear most often from executives and managers is the following: How do I motivate my employees to do the things I want them to do? The answer is – You don’t! We can’t motivate people. They are already motivated. But we … Read more
by Nido R. Qubein One of the questions I hear most often from executives and managers is the following: How do I motivate my employees to do the things I want them to do? The answer is – You don’t! We can’t motivate people. They are already motivated. But we … Read more
