When we think about negotiating, it’s easy to default to thinking that it involves a lot of forethought and ...
Read More >
Thanksgiving is as good a time as any to ask yourself, “What are my goals?” Things have drastically changed over the ...
Read More >
When you’re discussing financial benefits with the C-suite, not every conversation should be the same. A CEO is often ...
Read More >
When it comes to perspective, you might be able to change a prospect’s outlook by reminding them of what’s important, ...
Read More >
One of the newest additions to our curriculum is handling video meetings. Whether you’re using Zoom, Microsoft Teams, ...
Read More >
You may be convinced an energy-related solution you are proposing could drive important benefits for your ...
Read More >
I've often said that every sale is made emotionally and then justified financially. I'm not suggesting “emotional” as ...
Read More >
One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the ...
Read More >
An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many ...
Read More >
Persistence is really important when you’re following up with a customer. That said you don't want to be a pest. Here ...
Read More >
