Sales Coach Christine Harrington
Budget

Is it a Good Idea to Ask About the Buyer about the Budget?

Raise your hand if you’ve been trained to ask the buyer about the budget. I’m raising mine because I was trained that way. Let’s think about this a little deeper.  We’ve all been taught to “qualify” the buyer. Right? One way to qualify if the buyer can purchase is to uncover their personal budget (if […]

Relationship selling

Why Relationship Selling isn’t What it’s Cracked Up to Be!

Before you roll your eyes and decide I’m crazy…keep reading this article on why relationship selling isn’t what it’s cracked up to be!  Because of the work I’m doing with various sales teams and because of how I’ve experienced the 21st-century buyer, I’ve changed my position on relationship selling. After all relationship selling takes time…time the […]

Zig Ziglar

How to Move the Buyer from a No to Yes! Learn How!

The buyer said NO…In this article, you’ll learn 2 tips on how to move the buyer from a no to a yes! The late Zig Ziglar, who I consider one of the smartest, talented salesman we’ve been blessed with on this good ‘ol earth said this… “You try for the close the minute you establish […]