The Winning Voice

As you may know Stephen Covey passed on this year. Covey’s book The 7 Habits of Highly Effective People (The Business Library 1990) made a big impact on me when it was first released. [...]

“You start by sketching, then you do a drawing, then you make a model, and then you go to reality – you go to the site – and then you go back to drawing . . .you do it . . . you redo it . . . you [...]

1. Allow the customer to speak 70% (or more) of the total interaction time. To begin using this technique, at the end of an upcoming sales interaction, rate your listening versus speaking [...]