| Dealing with Common Obstacles A primer on dealing with common obstacles in selling. How and When to "Reverse." My boss says I should learn to "reverse" questions. What is that? How do I Get Prospects to Buy NOW!? Is it a magical powers thing? Personality Styles, Anyone? When using personality styles, like the 4 drivers, is--and is not--useful. Rating Prospects A simple numeric system to help you focus on your best opportunities. Selling in Tough Times Tips for succeeding in a truly challenging marketplace. Selling Value When Prospects Talk Price Dear Coach: How do I sell based on value instead of price? Solutions for Pain Do you believe in uncovering "pain," or selling "solutions"? Does that work better? The Secret to Maximum Information-Gathering Got your open and closed questions down? Add "high gain" questions to your toolkit. Top |