Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of…
I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower….
Almost every time I would ask someone in a public place if they needed help lifting or carrying a heavy package or luggage in the subway, train station or up flights of steps – usually a woman for obvious reasons of physical limitations – they told me “No, that’s ok” or “No thanks, I’m fine”. …