Go For The “No” Salespeople love to hear the word “Yes,” and dislike hearing the word “No.” Often when we hear “No,” we panic. We frequently think we did something wrong—sometimes even allowing it to wound our self-image. But be strong, and don’t take it personally! When Can “No” Be Good? It’s true. A “No”…
Speaking to Prospects & Customers The words we use when we speak with prospects and customers affect the outcome of the sales presentation. Think about and carefully choose the words you use to improve sales. Proposal vs. Quote Are you after a long-term, mutually beneficial relationship? Sounds a lot like marriage. Do we “quote” to the one we love or…