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“You have a valid business reason for contacting an Economic Buying Influence when you can present knowledge that will make a contribution to the way he or she is doing business.”
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
“What you always have to do, therefore, is to focus first on Results and then ask, “Given the Results I can offer, how can this Buyer Win?”
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
“The art and craft of selling is in demonstrating the connection between your proposal and their self-interest.”
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
“Examine Results first, by all means. You can’t deliver a Win without a Result. But it doesn’t follow that a good Result equals a Win. A Result is a precondition, not an equivalent.”
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
― The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
“Remember, sometimes feedback comes in very ugly wrapping—but that doesn’t mean there’s not a gift inside.”
― Connect: Building Exceptional Relationships with Family, Friends, and Colleagues
― Connect: Building Exceptional Relationships with Family, Friends, and Colleagues
Jim’s 2025 Year in Books
Take a look at Jim’s Year in Books, including some fun facts about their reading.
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