Category: Essential Planning

After we complete phase one of the sales process, Need Analysis, we move into phase two, Need Awareness. There are two distinct parts to the Need Awareness segment of the…

In the area of sales, by thinking of doing an “innerview” instead of an interview, it will help paint the kind of picture in our mind that is necessary to…

The best way to begin the sales presentation is to ask questions and the purpose is to allow us to gather important information, which enables us to help our clients,…

Sales professionals are open-minded (not empty headed) and willing to change. Sometimes as we change and learn, we might not make immediate progress, but if the fundamentals are correct, we…

Every New Year, do you make resolutions ? Is there something that you want to change or goals to achieve ? Do you find that your old habits die hard…

Few people who join the proud profession of selling avoid the anxious and excited feelings that accompany the sales call. The anxiety we feel when making the sales call is…