In Dimensions of Professional Selling®, LAER: The Bonding Process® is presented as a means of how to handle objections in sales, defuse anger and build relationships.
“What will it take to get you into this car today?”Despite there being millions of sales reps...
Making effective and impactful sales presentations can make or break an opportunity with a client or prospect.
Certain human characteristics will be consistent across many individuals and situations but beware of utilizing “one-size-fits-all” sales processes with “scripted” responses to your customers.
By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it w
In today’s fast-paced, increasingly digital selling world, it’s time to start thinking about how our customers learn as well. Identifying and being responsive to our customer or prospect’s buyer type is a strategy that helps us engage them in the manner they prefer.
