Are you still probing?
There’s an expression in selling, a directive used frequently by sales managers and trainers, that I feel needs to be laid to rest. “Ask more PROBING questions.” Who came up with this term? Every time I hear it I get a visual of some distasteful medical procedure. One...
What’s your story?
A good friend gave me an important kick in the pants over lunch last week. I was sharing my struggle with the development of a new product… sharing all the reasons why I felt it wasn’t going to get done. Her response, “Jill, you need to change your story....Monday Motivation, Feb.25/2013
Don’t keep trying to do better than your competition. You end up looking the same. Do different.
Who’s Afraid of the Big Bad Wolf?
If you sell to large organizations I’ll bet you are required to work with purchasing and procurement specialists. And I’ll wager it’s not on your list of “favorite things.” You’re frustrated by the formal purchasing templates that require you to squeeze your unique...