Too many business professionals try to “hide out” inside their firms, hoping to make it through their careers as doers who won’t sell. This hurts them just as much as it hurts their firm. We have some thoughts about how to turn that around.
Dean Hyers shares the do’s and don’ts of competitive sales presentations after viewing four presentation teams compete for an architecture project with the State Designer Selection Board.
Despite the vulgar language in this NSFW scene from Glengarry Glen Ross, the ABCs of selling (Always Be Closing) are as much about helping your client as they are about financial rewards. These 7 tips make your ABCs easier to do.
There’s more than one way to win over a prospect and it’s sometimes it’s hard to know which strategy to take. Sometimes we need to be the challenger, and other times we need to be the relationship-developer. Here’s the distinction, as we see it.
The backstory behind my TEDx Talk.
Every professional who has sales or business development responsibilities wants to be seen as a trusted advisor. Here is our advice on how to achieve that.
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NEW RELEASE! Our new book, Winning AEC Interviews, is now available!