Order-taker or order-maker: Which do you want on your team?
In any sales situation, there are two kinds of people: the order-taker and the order-maker. Which do you want on your team?
In any sales situation, there are two kinds of people: the order-taker and the order-maker. Which do you want on your team?
Dr. Anthony Fauci, the infectious disease expert who achieved notoriety with his COVID-19 insights, says we are in a period of physical
When someone tells you, “No”, do you take that answer as final? Your computer doesn’t accept it. Think of all those times
Face it; literally, every new home prospect stalks your homebuilding company first. They check out your online presence: website, social media, and
Friction isn’t just that chafing feeling when someone is rubbing you the wrong way. In the language of selling, friction is a
Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions. These same people talk about
In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company. Five years
Former British prime minister Tony Blair once said, “The art of leadership is not saying ‘Yes’. It is saying ‘No’.” Saying “no”
Recently, I was talking with a great sales executive who was explaining the concept of “conversational selling”. He told me that this
If you’ve been with me for any amount of time, then you know I’m all about reading books and spreading and sharing
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