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Asking questions in the sales process is a key part of my sales training. Asking effective questions in only half the equation when it comes to making sales. The other half is bridging before and between questions with softening statements. As you read the list of...
I was featured in Forbes again with some great advice on no-pressure sales. "Here is a question to ponder: Do you sell, or do you enroll? If you want to attract more high-paying clients, a great deal is riding on your answer." Read more:...
I had the chance to speak on how to sell authentically with Social Media Strategist Michael Guberti. Apple Podcasts: https://podcasts.apple.com/us/podcast/how-to-sell-authentically-with-deb-brown-maher-author/id1456658242?i=1000538727336 TuneIn:...
Here’s the unspoken reality: Many business owners would rather deliver their expertise than sell it. As long as there’s enough business to stay busy, they can rationalize avoiding sales activities. Is that you? That was Bob. He had no sales plan and decided NOT to...
But wait a minute. EVERY profession has people who are good, mediocre and bad at what they do, so why do salespeople get such a bad rap? The issue at hand is integrity – honesty – trustworthiness. Salespeople are perceived as dishonest and only out for themselves....
I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that can inadvertently offend or alienate others. Those who sell for a living know that every encounter with a buyer is precious, so it is wise to structure...
