Sales Coach Christine Harrington

When the Prospect Puts You in the Friends ONLY Category.

When the prospect puts you in the friends only category, I call it the Buddy Syndrome. This is the worst place you can find yourself in with a prospect. It’s confusing. It’s frustrating.  And you’ll be spinning your wheels trying to move the sale forward. Hopefully, you’re not making this mistake….Let me explain. When you’re […]

Essential Follow-up Tip from a VP of Sales

Last week, I had an interesting conversation with a prospect who’s the VP of Sales in the technology industry. He commented on my level of professional persistent follow-up. He shared his secret on how he chooses which sales professional to engage with in a sales conversation. If you’re not doing this one thing that the […]


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 […]