Sometimes a good sales book can explain what you just went through. Last year, I was part of a group that met with a local bank. The bank had three branches. We met with two people: the President of one of the branches, and his financial officer. They told us they were in charge […]
The very first piece of advice James Muir gives is one you shouldn’t follow. In the introduction to The Perfect Close: The Secret To Closing Sales – The Best Selling Practices & Techniques For Closing The Deal, James Muir invites the reader to skip to Chapter 12. That’s where he reveals the two-question technique that […]
How do you want your customers to describe you? Can you give them an easy, short phrase to remember? Re-reading Scott Ginsberg’s How To Be That Guy recently, I happened upon this gem: PICTURE THIS: you’re sitting in the CNN Green Room, ready to be interviewed about your cool new idea, company, or product. After giving the […]
