Michael Bungay Stanier is one of the world's experts on coaching, listening, and top-performing communication. This lesson is concise, and could take years to master.
When deals stall, you might try to fabricate a sense of urgency. The real power is asking the right questions so that your potential client becomes aware of their OWN urgency.
When your client or prospect requests a demo, proposal, or a price, it might seem like a great opportunity. But, be careful. These can be the most dangerous traps of them all.
Pricing pressure is one of the most common objections you'll face. Follow this lesson to shift the focus from price to value.
In this video, I share how you can handle situations when your potential goes silent and stops responding. Discover how to "Follow-up" for their reasons, not your reasons.
What do you do when your client comes back and everything is great, but they say the price is too high? Here's how to alleviate pricing pressure and bring it back to results.
What do you do when it seems that their objection can't be overcome? Here's how to use a technique called "The Fact" to find out if you can still work together.
What happens when they need the products and services, but they already have an existing vendor? Here are the key questions to ask about your competition.
What happens when they need the products and services, but they already have an existing vendor? Here is how the Client Vision Pyramid can help.
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