Selling to the C-Suite (a book review)

December 11th, 2012

“I talk to salespeople to get ideas.” Executives want to talk to salespeople because salespeople are the informal information transfer system of the marketplace. Active salespeople are constantly meeting with the executive's suppliers, potential partners, and competitors. They propose ideas and make connections that stimulate business for their clients 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...