by Pensare Group | Dec 20, 2012 | Active Listening, Objections, Questions, Sales, Value
“Intellectuals solve problems; geniuses prevent them” – Albert Einstein How often have you worked through a sales discussion, building in questions, getting clarification and buy-in from the prospective customer along the way, only to face hesitation when you ask for...
by Pensare Group | Nov 18, 2012 | Objections, Obstacles, Questions, Sales, Uncategorized
“Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” -Michael Jordan Michael Jordan is right, of course. But in the sales context, let’s take that...