Mais um conjunto de mensagens preciosas  "Demand-side sales is about pulling people toward progress. Flipping this lens flips the role ...

" Unfortunately, most salespeople are not taught to think of themselves as a helper . They are taught to think about their product, the...

"Remember that the push of the situation and the magnetism of the new solution need to be stronger than the anxieties and habit before ...

 "Active looking is asking yourself, “What are the alternatives for progress?” ... Ultimately, this is where people build their ideal s...

   " we try to make larger markets and try to lean things out, but I believe that one of the reasons we have no growth is because nob...

 "This is how naive I was in the beginning. I’d see a problem, you’d pick up the rope and say ‘hey I can solve this problem’. And littl...

  "Through the years we’ve uncovered the six stages a buyer must walk through before making a purchase : First Thought—creating the spa...

" Part of the “Five Whys” is to take a step back and not talk about what the customer wants from the solution perspective . For ex...

   " Buying is very different than selling . The best sales process mimics the progress that people are trying to make in their lives. ...

 "A sales funnel based on the probability someone will buy, without understanding what causes them to buy, made no sense to me. In my e...

 " sales isn’t about selling what you want to sell, or even what you, as a salesperson, would want to buy. Selling isn’t about you . Gr...