Author name: Peter Cohan

A True Story “What’s he doing?” whispered my colleague in my ear… I was a third party joining a demo presented by a partner

It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The

Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order

Symptoms: Presenting “solutions” without sufficient discovery Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect) Prescription: Do discovery before presenting

Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally