Three more reasons to forget your ABCs

Andrea Howe
Category : Weekly tips May 28, 2019

This post is part of our Weekly Tips series.

Whether you’re selling a product, service, or idea, you’ve likely felt impatient at some point to get somewhere—known in conventional sales training as “closing.” That might be driven by your strong personal desire to problem-solve or be helpful, or it could be fueled by external pressure to generate a result, or both. Whatever the source, its problematic.

The case of the missing Weekly Tip

Andrea Howe
Category : Weekly tips May 21, 2019

This post is part of our Weekly Tips series.

Every so often my systems and support structures fail me (or more accurately, I fail them) and a tip doesn’t get written for the week. This is one of those times.

Why you should forget your ABCs

Andrea Howe
Category : Weekly tips May 13, 2019

This post is part of our Weekly Tips series.

The phrase Always Be Closing has positive connotations in some circles. It was taught for many years in the well-regarded Xerox sales system as a reminder to constantly explore customer needs. More often than not, though, “closing” draws down on trust—whether you’re selling a product, service, or idea. Here are three reasons not to do it.

Why being matter of fact can be a problem

Andrea Howe
Category : Weekly tips May 6, 2019

This post is part of our Weekly Tips series.

Last week’s tip about shifting out of “order-taker” role got me thinking about a telling experience I once had with a tech support person. He fell into a classic trap, which I’m now sharing with you because it’s one we’re all vulnerable to.


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