In consultative selling, qualifying doesn’t end once you’ve uncovered needs and challenges. Stage 3 of the OpenDoor Lead2T™ Process —...

When you move into the Needs and Challenges in selling (Stage Two of the OpenDoor Lead2T™ Consultative Sales Process) – this is where...

In the OpenDoor Lead2T Consultative Sales Process, the first stage is Research and Rapport. The focus is to create comfort – leading to...

I’m a big believer in consistent prospecting year-round to keep a healthy sales pipeline — no matter how busy we are or how much business...

One of my greatest lessons in consultative sales training and an important part of my work is active listening – and patience. This skill...

A cornerstone of my consulting and training is a 5-step consultative sales process I crafted during my 25+ years of outside sales. I...