Closing a Sale in 30 Seconds

In the book, You’re Working Too Hard to Make the Sale!, researchers William Brooks and Thomas Travisano examine how a buyer’s emotional triggers influence the sales outcome from the first meeting. After interviewing hundreds of decision-makers, buyers and end-users, they conclude that customers want to buy from people they believe understand them. Features and benefits…

Value-Based Selling In The New Economy

Are your reps still struggling with “Your Price is Too High”, or are they facing roadblocks trying to navigate their way into the C-Suite?  Selling in today’s environment of economic recovery means being able to successfully employ new techniques and apply the right paradigm shift, from simply uncovering basic needs and providing solutions, to truly partnering with…