What is the most important step in the sales process?

We in the west are captivated by lists, especially what is on top of any given list. Every day, we see headlines like: – “Top rated cars for safety” – “Highest paid celebrities / sports stars / CEO’s” – “Top 5 greenest water bottles” And so on. So this is a blog about sales process…

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Why do athletes make great sales people?

I was asked this question at a recent seminar. It is a question that comes up a lot. In many sales organizations, one may see former athletes in sales roles, and wonder if there is a connection. In my experience, there is. If you have ever considered yourself an athlete, then you know how it…

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The Meal Meeting

Over a 20+ year business career, I have a few small tricks that just seem to work every time. Here is one of my favorites. When you have a business meeting that takes place during the course of a meal in a restaurant, when is the right time to start talking business? If you get…

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