Trust is the single most important purchasing factor in any sale, yet buyers naturally distrust sellers. That is why it is important to build a trusting relationship through empathy. Cultivating empathy in yourself will help you build the foundation for a trusting relationship, encourage your customers to surface information that they normally wouldn’t, give you insight into what makes your customers tick, and form a connection with your customer that cannot be broken.

I have heard over a number of blogs, books, and even television that the traditional sales funnel is dead, and is being replaced with a new funnel based on the customer buying process.  The problem is, the new funnel has almost the same fatal flaw as the old funnel…..it ignores the other party involved in [...]

sales, activity based commission, management by objectives