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Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your

Be aware of how you point in your face-to-face demos – you may not realize what you are communicating! On a Mediterranean island, I

I’m pretty well traveled and have been in customer-facing roles across the U.S., the UK, Continental Europe, Russia, parts of Asia and Latin America,

“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s

AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will

“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those

When in a competitive “bake off” or similar situation where multiple competitors will deliver demos to a prospect, be first. Why? Two reasons! Being

Many folks have commented that “people buy based on emotion and justify with logical reasons.” This is certainly true in some cases. But I think the strongest purchasing

Of course you are all familiar with the Anchoring Effect and use it to your advantage. Here’s an interesting twist: Offering a price range