Understanding The Vulnerability Of Buying May Help You Close
A salesperson recently told me they think their job is to “find the customer’s pain, then turn the knife.” She bragged that this method gets buyers to take action. True, her sales cycle is shorter than her peers’. Unfort...
The ‘Like-O-Meter’ Is Going To Impact Your Next Sale. Here’s How:
The Counselor Sales Person (CSP) is a sales methodology that was borne out of Larry Wilson’s interest in understanding how and why people make buying decisions. He drew upon the best psychology of the day--even meeting w...
We know the exact moment your prospect will buy. Wanna know…?
Wouldn't it be great if you could predict the exact moment your prospect was going to make a purchase? I'm sure it would impact a ton of things if you had that info. You'd be able to prioritize better, you'd get better a...
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