Category Archives: Gaining Committment

Making it Work

Posted on July 17, 2012

The true value of any philosophy/tenet is proven when its concepts can be effectively applied outside their area of original intent. One of my colleagues, Joan, shared her story of how the Thinking Like a Customer mindset/philosophy and other Delta … Continue reading →

Posted in Gaining Committment, Thinking Like the Customer | Tagged Communicating Better | Comments Off

Assert Control

Posted on January 10, 2012

Assert control is the final part of our discussion of the three major characteristics that great sales reps possess. To be honest, when I first read this, I had a problem with the phrase “assert control”. My philosophy about selling … Continue reading →

Posted in Analyzing Selling, Gaining Committment | Tagged Sales Excellence | Comments Off

More Business People in China will be Building Meaningful Business Relationships

More business people in China will soon be building meaningful business relationships. How do I know this? Because the latest edition of my book The Relationship Edge: The Key to Strategic Influence and Selling Success is being translated into Orthodox Chinese and Simplified Chinese. I’m so proud that the ideas that I’ve developed are meaningful and are going to be shared with literally millions more. After all, it is that need to connect that was the impetus for writing this book in the first place.
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