Archive for March, 2016

Do Your Customers Like Your Reps?

Most customers see sales reps as a necessary evil. They endure them because they need to, not because they want to. But of course they like your sales people…Don’t they?… Read more

Vale Rapport Building

The idea of building rapport on the first sales call is dead. It’s been dead for a long time. We all know it’s dead, but have been in denial about… Read more

Questioning the mortar – Sales Skills

Getting information from a buyer can be a tough process. Sometimes they deliberately put up a metaphorical brick wall to keep the seller out. If you question the bricks (specifications,… Read more

Flight time 1 hr and 27 min

I love the precision of flying. The captain makes an announcement that we will be pushing back from the terminal in 4 minutes and the flight will take 1 hour and 27 minutes to… Read more