The number two mistake sales people make is that, even when they get in front of highly motivated decision makers at EXACTLY the right time, they lose the sale because they fail to understand the decision maker placed them in the red zone of the credibility curve – below. When prospects believe the risk of Read More

Ever have a sale that started out strong only to have the customer decide not to buy from you or from a competitor What happened Most ‘sure thing’ sales are lost because during your initial contact with the buyer you failed to help the buyer understand that you have a solution that can address their Read More