Hitting your (Sales) Target

You go into your meeting and you think, “I’ve got to make that sale.” That’s like sighting in on the bullseye and forgetting about gravity. You have a good chance of ending up in the dirt, 30 meters short of your goal. […]

Disqualifying You

Business people are busy. When you sit in front of a new prospective customer or client for the first time, you should have a set of potential outcomes that move the process and the relationship forward. One thing you’d like to be able to judge is the success of your meeting. To paraphrase Rob Fitz, author of The Mom Test, a meeting that “went well” is probably a failure. You can be sure your client […]

Door to Door

I assume he was 100% commission based. Had he attended a training program to build his scripts? Did he build them alone or did the company provide scripts? Where did he live? How much did he make? How much thinking when into his dress. A tie paired with a scruffy, schoolboy outfit. Was it all considered, or was it all he had? […]

Applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem-solving no matter what sales situation you encounter.
   --Mark Savan, President, Fortune Brands Windows & Doors