What Makes for a Bright Future?
I have seen the future of sales and it is very BRIGHT! For one week this spring, the Hyatt Hotel in downtown Houston became the center of the sales universe for over six hundred collegiate Pi Sigma Epsilon (PSE) members, as they held their annual national convention and Pro-Am Sell-A-Thon® competition. PSE is the only […]
What is a Dimensional Question? Here are Examples…
In Dimensions of Professional Selling (DPS) sales training, we identify five types of questions in the Exploratory process – Overview, Focusing, Realization, Closing and Dimensional – each with a specific purpose. Dimensional questions allow us to engage our customers who are “fully satisfied” and open our customers’ minds to the possibility of improvement beyond what […]
Tips to Gain Support for Your New Ideas
Why is getting support for new ideas such a challenge? By nature, human beings are not fond of change; we are suspect of new things about which we know nothing and new initiatives in which we had no input. The following tips serve as guidance to help us understand these basic human characteristics, minimize their […]