An action which will ultimately result in an obligation to the Government if carried through, such as purchase orders, estimated travel orders, or unsigned contracts.
Effective negotiating is not a substitute for selling skills. Many salespeople believe that they need to be better negotiators, when what they really need is improved selling skills.
I read recently that every human thought originates from either love or fear. The more I thought about it, the more true it became. I began to apply it to business - after all, every business succe... [ more... ]
People buy for their individual and personal reasons, not for the reasons the salesperson's (or the organization's) marketing department think they should. You cannot turn a poor prospect into a cu... [ more... ]