Make Your Client Come to You.

Make Your Client Come to You.

So we’ve just covered the Physician Analogy, and, hopefully, you’ve got a pretty basic understanding of the diagnostic sales process in terms of a real-world scenario. You've hopefully got an appreciation for the psychological underpinnings that make … [Read more...]

The Psychology of Sales for Consultants

The Psychology of Sales for Consultants

There are a head spinning number of variables when it comes to selling. Hundreds of models exist, each with their own pros and cons, and there are a great many different kinds of sales as well. The specific kinds of sale we are concerned with, … [Read more...]