"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Author: David Brock
"How Much Do You Want To Spend?"
Don't Answer That Objection! Posted on March, 2014
A few days ago, I was tagging along with a sales person on a call. It started … [Read more...]
Does Your Customer Have A Plan? Posted on March, 2014
I recently wrote a post suggesting we "Stop Giving Customers Choices!" It's … [Read more...]
Setting Expectations Posted on March, 2014
I'm encamped in our local Starbucks, busy with my morning series of conference … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
Reality (Sometimes) Sucks! Posted on March, 2014
Try as we might, sometimes we just can't make our goals or commitments. … [Read more...]
Times Are Changing Posted on March, 2014
Every day I speak with sales leaders and sales professionals who are … [Read more...]
We're All Going To Mess Up Posted on March, 2014
Try as we might to do things right, we're all going to mess up every once in a … [Read more...]
Creating Urgency Posted on February, 2014
Trying to close a sale when a customer has no sense of urgency is like pushing a … [Read more...]
What's Your Special Number? Posted on February, 2014
I spend a lot of time writing about metrics and performance management. It's … [Read more...]
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