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THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 4 (Story Telling)

THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 4  (Story Telling) In the previous 3 installments of this series on sales strategies, we discussed the need to stay focused on the needs of the buyer, as well as the need to provide clarity through active listening.  In this final installment of this series, we’ll look at story telling as a way to provide clarity.  Obviously you’ll need […]

THOUGHTS ABOUT SALES AND STRATEGY IN THE 21st CENTURY – Part 3 (Active Listening)

In the previous two posts, we’ve discussed ways to staying focused on the needs of the buyer as well as the need to create clarity.  Today’s post will look at “Active Listening” as a way to change a buyer’s vagueness into clarity. As previously mentioned, one of the key principles to keep in mind is that most customers don’t care about what we do or how we do it.  They […]