Getting a Yes to Your Meeting Request

September 15th, 2012

"The victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory." Sun Tzu 300 BC I hesitate to quote Sun Tzu's classic Art of War because it reinforces the analogy that business is like warfare, an assumption to which I don't subscribe Read More...

Inside Closing a Sale – a book review

September 7th, 2012

Brian Tracy wrote a book devoted to closing techniques, The Art of Closing the Sale. Tracy has written a thorough and focused handbook on the most important concept of old school selling: techniques for closing the sale. It covers two dozen techniques, the sandwich close, the secondary close, the walk-away close, the today-only close, the porcupine close, the sharp-angle close Read More...