We live in a time where human interaction is optional. I remember when pressing “1” for English was irritating, now talking to a human is even worse in most cases. The mass of consumers doesn’t want to speak to a sales rep until they are 100 percent...
There’s a distinct difference between what a prospect tells a salesperson and what they tell themselves. Today’s prospects are guarded. The average prospect, or human for that matter, is afraid to come out and say what they really need. They fear that if...
For the life of me, I can’t figure out why salespeople get so emotional over objections, NOs and indecision. It’s never about us, the salespeople; it’s about communication and the prospect’s ability to process information in order to make a...
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