Deal or No Deal: Minimize “Definite Maybes”
Unbeknownst to most salespeople is the idea that selling is all about getting prospects to make decisions, both small and large. Getting decisions that reach a conclusive “no” or “yes” and getting...
View ArticleThe Art of Guiding Expectations
Surprise is a good thing when followed by the phrase, “Happy birthday!” Otherwise, it’s a negative emotion, and when it happens in a customer-provider relationship, it’s a source of dissatisfaction....
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