How to Fix Your Closing Problem

How to Fix Your Closing Problem

Closing requires clarity. Too often, we think we have agreement, only to discover that the right actions have not been taken, or what you thought was an understanding as to how to go forward is very different from the customer’s understanding. The sales process is a...
The X’s and O’s of Virtual Rapport Building

The X’s and O’s of Virtual Rapport Building

One of the most often talked about elements of a sales relationship—the generation of rapport, is simultaneously one of the least understood. It’s not that the majority of salespeople lack the ability to build rapport, but rather, that the actual process, the X’s and...