Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”. I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”. “The Buying Sign Close” It seems that many of us are info/benefit dumping until we hear … [Read more...]
SalesFu – Character and Integrity
Character and Integrity Who are you when no one is looking? What do you do? I’ve met people of questionable moral fiber; unfortunately some of them have had immense wealth and success. I’m just not sure how they sleep at night. I find that it’s much easier to be authentic and treat others how I’d want to be treated, or at least how they would want to be … [Read more...]