Crafting a good experience is like telling a good story Stories are core to various activities, tools and methods applied in UX. Stories are how we remember. We tend to forget bullet points (Robert McKee on HBR). Bullet points make as little of a good story as...
Some salespeople view every objection as an obstacle moving them further away from winning a prospect’s business. But successful salespeople realize that beneath the surface, objections may hold the key to understanding what motivates a buyer’s reluctance. They use...
Have you ever been on a sales job interview and the interviewer said, “Can you sell me this pen?” While the task itself may seem very simple for most prospective salespeople, the question can be hard to answer with any type of success. And, sometimes your answer can...
The goal here is to conduct stronger discovery. Also, when someone says they are happy, to me it’s a red flag. Consider these questions to uncover hidden opportunities: Tell me why you say that, explain to me what you mean. How do you consistently the ideal...
In Stephen Covey’s famous book, The Seven Habits of Highly Effective People, my favorite habit is – Begin with the end in mind. From my perspective, that is what the art of setting expectations in sales is all about. How often have you met with a potential client and...
Team: I had a client I am selling a bunch of stuff to (INCLUDING MOTHER PRINT) ask me this question below. So I wanted to share with you all incase you get a similar question. And I want to share so you all can form your own answer and REALLY UNDERSTAND the value of...
