Latest / Alan Weiss's The Uncomfortable Truth®
Better Practices
SHOW NOTES: •Never talk to people who can say "no" but can't say "yes." •Treat the buyer as a peer, not a superior. • Have a conversation, don't make a presentation. •Language controls discussion, which controls relationships, which controls business. •No one is shooting at you, get rid of your fears and weak ego. •Gain conceptual agreement. •Money and time are priorities, not resources. •There are three elements to every sale. •Play into the buyer's "story." •Four objection areas, only one is legitimate. •Don't give off "deal vibes." •Have a "min/max." •Always conclude with TDA. •Think of…
The skinny
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