by Pensare Group | Dec 20, 2012 | Active Listening, Objections, Questions, Sales, Value
“Intellectuals solve problems; geniuses prevent them” – Albert Einstein How often have you worked through a sales discussion, building in questions, getting clarification and buy-in from the prospective customer along the way, only to face hesitation when you ask for...
by Pensare Group | Nov 18, 2012 | Objections, Obstacles, Questions, Sales, Uncategorized
“Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” -Michael Jordan Michael Jordan is right, of course. But in the sales context, let’s take that...
by Pensare Group | Nov 1, 2012 | Customer Loyalty, Performance, Personal Development, Productivity, Purpose, Questions
It was roughly two years ago when a highly intelligent, and successful prospective CEO client of ours slammed his papers on the boardroom table and pronounced “I cannot lose one more client to the competition”. Imagine our surprise, given the only question we had...
