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March 18, 2018
Reading Time: 3 minutes To recap, our first seven bonehead negotiating mistakes were: 1. Arrogance 2. Acting Like a Robot 3. Acting Like a Used Car Salesman 4. Stepping Over […]
February 27, 2018
Reading Time: 3 minutes Unless you can read your customer’s mind like Dr. Xavier, you’ll have to rely on other skills to avoid being taken advantage of during IT […]
October 15, 2015
Reading Time: 3 minutes Prospects today are coming to sales discussions more informed than they ever have been. They have access to endless amounts of product information, comparison data and […]
November 4, 2015
Reading Time: 5 minutes Emotions play a powerful role in the buying experience. If we can pinpoint what emotionally motivates prospects in the industries that we are focused on, then […]