Listen First. Sell Later.
Many years ago when I first started teaching sales in my seminars and workshops, I got the idea to have some of my long-term clients do an in-person survey. Their assignment was to go to a public place like a mall or busy street with a clipboard in their hands and to walk up to …
1. What is the purpose of your company? (One sentence please) 2. What are three words that describe the company? 3. What are some companies that you would like to emulate? 4. What are the most compelling aspects of your product/service, etc.? 5. What business and consumer trends will affect your business going forward? 6. …
I grew up in a small town on the Ohio River called East Liverpool. It is located in Ohio at the junction of Ohio, Pennsylvania and West Virginia. When I was growing up it had a population of about 22,000. Today the population has dropped to just over 13,000. However, some very unique and notable people have come from …
I was writing a chapter for a book the other night when a visual photograph of how I learned the value of relationships in business came flooding into my mind. I couldn’t help but smile at the memory and I thought I’d briefly share it with you here. I was a brand new Major Account …
Listen First – Sell Later ™ – It’s All About the Relationship Show Me »