Rahoul Baruah

Blair states that this is probably the easiest of the four conversations - if you've done the previous three correctly. The transition is the one I alluded to in "the

The second conversation of the four is about qualification. This is your standard sales stuff. * Do they have a need? * Do they have the budget? * Is this the actual buyer? This is a

This is the most important conversation of the lot, and the hardest to master. I certainly struggle with it. The aim of this conversation is to ascertain the value of the project to

I mentioned yesterday that Blair Enns talks about four conversations you have with. The first one is about "proving yourself" and, in many ways, is the easiest of the lot, as

This is another piece of information from Blair Enns, who runs a sales training agency called "Win without Pitching". There are four conversations that you have with your prospects at various