Telephone 5

Give your best contacts your cell and home numbers. Here’s a balance point. This says your “best” contacts, not your 100 best contacts. A handful of my clients have my cell and home phones (although my home phone is listed), but I try to keep that to a...

Adapt to a Customer’s Style

Building Stronger Relations Not all business customers are the same. Therefore, salespeople must learn to adapt their communication and behavior to buyers’ personalities and preferred styles of doing business. Agile salespeople practice adaptive selling, which...