Browsing tag: sales

So You Want to Be a Trusted Advisor?

How would you describe your dream client relationship? I’m fortunate to have one right now, so I know exactly what it looks like for me: The client and I genuinely ask how the other is doing—because we care. We open up to each other about work goals and challenges. He invites me into his planning

When to Tell and When to Sell

Your customers have an education dilemma. On the one hand, they can easily learn (via internet and social networks) about what they want, how much it costs and where they should get it. On the other hand, they often don’t know what they haven’t thought to ask. A trend in selling over the past five