Home Archive by category "Management"
In my last communication, I talked about my philosophy of “Sitting on the Same Side of the Table as Your Customer”. I explained a bit of what that philosophy entailed. I mentioned that it ties back to a Collaborative Selling process I developed.
April 17, 2019
In my last blog, we talked about the “C” in my LACE system for overcoming objections, handling questions and concerns. In this blog, we’ll talk about the “E”. It’s the last step to help you not only close more sales but more profitable sales. Using this methodology was a key factor in helping me increase my sales close rate from roughly 33% to 75%.
July 12, 2018
In my last blog, I shared with you the “A” step in my LACE process for handling questions and concerns. In today’s blog, I’ll share with you the “C” step.
July 11, 2018
Last time, I shared more about my LACE Objection Handling Process. This month, I’d like to talk about the “A” in the process. I believe it’s the most difficult to do and the most critical to the success of the process.
July 10, 2018
In my last article, we started talking about how to view objections and what to do to be in a position to resolve them. We talked about viewing them as questions and concerns versus objections. We also talked about the importance of creating an environment in which your customer is willing to share their questions and concerns.
July 09, 2018
Overcoming objections. To me even the term is a misnomer. If your perspective is you need to overcome objections, I believe you put yourself at a disadvantage.
July 07, 2018
Turning Presentations into Conversations I believe is one of the keys to closing more business.
June 06, 2018
There is a real power when you can get your front line believing in an entrepreneurial workplace. When they take on initiatives instead of waiting on their Manager to solve their problems, it creates tremendous gains in many respects.
May 24, 2018
Creating an Entrepreneurial Workplace, as I wrote about in Jack Canfield’s book, “The Road to Success, Volume I”, is very challenging to do. At the same time, the rewards for creating this environment are exceptional.
May 24, 2018