Lessons

Closing effectively and communicating well will help you move towards next steps. One of those next steps is generating...

Handling objections successfully means addressing the customer’s true concerns. After this, you may be in a good position to...

A strong proposal addresses your client's needs and shows your value. Still, you likely won't cruise from a good...

In refining your pitch, you’ve identified compelling evidence to demonstrate past successes and unique strengths to the client. Next,...

It’s really easy to settle for two of the most common types of competitive differentiation: Price and quality. Trying...

You’ve identified your client’s business needs and created a rock-solid proposal. Great! Now, you’re getting ready to stand in...

Delivering a customized solution. Communicating benefits addresses the client’s reasons for buying. The next step in building your recommendation...

The 6 Reasons are: Desire for gain Fear of loss Comfort and convenience Security and protection Pride of ownership...

A good summary of the Discovery phase should transition you smoothly into discussing next steps. At this point, you’re...

Sales-people often ask questions, take a few notes, then jump into making recommendations. You need to demonstrate you have...