Curiosity is recognized as an integral part of selling, negotiating and leading. However, some fear curiosity is an innate quality that cannot be trained. Similar to things like confidence, drive, or intelligence, we either have it or we don’t. Throughout my career training and coaching sales professionals I’ve come to the opposite conclusion: curiosity can …
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Want To Close More Deals? Make Your Numbers Count.
After reading the title of this post you might be thinking, “Sounds easy” or “I already do that”. Present some impressive sounding numbers about ROI or COI so the people making the decision can understand the value, right? Wrong! According to the Karla Starr and Chip Heath, authors of “Making Numbers Count”, simply sharing numbers …
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