Solution Selling Is Dead

The Solution Selling has been around since the mid 1970’s and has evolved into a generic term for today’s typical sales process. This process hasn’t changed much in 40 years! The Harvard Business Review recently completed a study of over 1400 businesses and concluded...

Successful Selling Isn’t Telling… It’s Asking

The importance of asking questions It doesn’t matter what you think your prospect needs, or what approach you think will work for them, ask questions! Don’t assume the prospect is ready to jump right in. Start with some probing questions early in the meeting and...