3 steps to prove the prospect has a problem

We’ve always been taught that selling starts with asking the prospect about their problems and what they would change if they could. But what if certain decision makers need to be convinced that they even have a problem? Bill Gates said “I believe that if you show people the problems and you show them the solutions […]

Clint Eastwood’s sales presentation

As a sales presentation coach I watch with great interest the political speeches at the conventions. Especially since these speeches are, in essence, persuasive sales presentations. While I thought there were a number of very good speeches at the recent Republican convention there was one in particular that has created more buzz than all the […]