We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Giv
Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)
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Rachael Bowling
Ask for the Business and Improve Your Sales!
Most sales professionals do a great job of uncovering their customers’ needs and then presenting sol
First Words That Will Engage Prospects
This week, we continue our look at improving our odds for lead engagement by looking at words, phras
The (Business) Case for Improved Position
As sales professionals, we live or die by the numbers; but our position with customers may be a more
The Exploratory Process: Closing Questions
The final question that can be used during the Exploratory Process is the Closing Question
The Exploratory Process: Good Examples of Overview Questions
In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer needs/gaps, desired outcomes and expectations.
3 Tips for Selling to Executives
Selling at the executive level represents a double-edged sword: On one hand, getting an audience wit
Why We Love Veterans And What We Can Learn From Them in Professional Sales
November 11 marks Veterans’ Day, and in a world that can agree on very little, our grat
How Can You Keep the Love Alive?
“Falling in love is easy; staying in love is hard.” It’s a harsh truth of romance and maybe more so
3 Reasons to Stop Talking for Sales Success
There is a common misperception that extroverts (chatty people) make the best sales people and leade