All sales leaders know their sales team’s success depends largely on the ability to converse in a compelling way with…
Consultative Sales Dialogue
Imagine that you’re about to conduct a meeting with a prospect where you’re expecting a diagnostic sales conversation. The goal…
We have been working with a very large distribution company in Canada – about a billion dollars in sales, around…
We’ve discussed how to gain a prospect’s attention early in a meeting. Now, we would like to dig a little…
So, you’re about to conduct a first meeting with a prospect. What’s the prospect really thinking, early on? What’s critical…
Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074) by Eades, Touchstone and Sullivan. Imagine…
You’re about to engage in a sales conversation with a prospect, and they already have an existing solution or set…
