The Only Sales Knowledge You’ll Ever Need

By Jeff Beals In his new book on selling, Anthony Iannarino asks readers to finish this sentence: โ€œI sell ___.โ€ He then writes, โ€œIf you answered anything other than โ€˜outcomes,โ€™ you are wrong. If you answered with your product, service or solution, your answer is so...

Why Do Some Sales Professionals Fear the Close?

By Jeff Beals During a sales seminar last week, I asked the attendees a question: โ€œWhat is your least favorite or most intimidating part of the sales process?โ€ Itโ€™s a question I commonly ask sales professionals toward the beginning of a presentation. And regardless of...