A customer-centered approach to earning commitment without making the conversation feel forced.
LTEN Focus · Summer 2016
How to Train the “Creepy” Out of Closing
A customer-centered approach to earning commitment without making the conversation feel forced. Tara Cafaro and Martino Hroncich, outstanding sales professionals, assisted with the article and helped spread persuasion selling throughout the sales organization.
More insights
Further articles and conversations.
How Consultative Selling Builds Customer Trust with Larry Freedman
Why challenging the status quo and asking the right questions turns relationships into action.
You Are in the Friend Zone and It’s Killing Your Numbers
Why strong HCP relationships can still produce weak results, and how thoughtful tension can move a conversation from friendly to productive.
Helping Uncover Unmet Needs: A Training Imperative
Why meaningful discovery, not more product messaging, is essential to creating customer relevance and movement.