May 2, 2023

The Isolation Process, A Powerful Path to More Sales

By Jeffrey Gitomer Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase. When a prospect gives you some lame excuse (stall) about why they won’t buy now, he’s really saying, “not yet.” There are two basic types of stalls: People stalls and Thing stalls. Thing stalls are when prospects say — I’m too busy now, your price is too high, I have too many other obligations. Frustrating, isn’t it? Want to make the stall go away? Simple. Here’s the strategy: Isolate the stall or objection as the only obstacle, and then eliminate it from the situation by asking, “what if it was gone, or was not the situation…would you buy?” READ FULL ARTICLE>

Can Salespeople Be Replaced by AI?

By Troy Harrison “Can salespeople be replaced by AI in five years?”  That was the topic of the poll on LinkedIn. My instinctive reaction was probably the same as yours – “Of course not.”  Then, I did a little thinking before I answered. And I realized that, yes, a lot of salespeople could be replaced by AI – not in five years, but RIGHT NOW. That’s because their skills aren’t really any better than your basic chatbot – and therein lies a problem for those of us who care deeply about the role of the professional salesperson. READ FULL ARTICLE>

Critical Thinking Skills

By Jim Dettore, Guest Blogger | Heavy construction equipment plays a crucial role in various industries, including construction, mining, and agriculture. However, like any other mechanical device, these machines are susceptible to failure, leading to equipment downtime, costly repairs, and even safety hazards. Therefore, it’s essential to conduct root cause failure analysis to identify the underlying causes of equipment failure and take corrective action to prevent similar incidents in the future. This is where critical thinking skills come in. READ FULL ARTICLE>