Avoiding Objections

A funny thing happens when you make an offer to a prospective client; the whole dynamic of the conversation changes. Before the offer, you are just having a conversation. After the offer, it is time to close, and to overcome objections and attempts at negotiation. Things CAN get a bit more intense…. or not! What…

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Is the sales process a process?

In this last phase of editing “Mastering Your Sales Process”, I sent the manuscript out to several people I know and respect for their input. One comment surprised me. One of my reviewers told me that the sales process is not a process. I asked him to explain. He told me that a process is…

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Welcome to my blog!

I’m still a few months away from getting my first book, Mastering Your Sales Process, done and onto Amazon, but the process of writing it has been a new, and even sometimes fun adventure for me.  If you are reading this post, you are here before publicity starts, so “Hi”.  You probably know me personally,…

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