On the Dotted Line
We discuss "closing the sale" as an outcome of a well-planned presentation while providing a number of guidelines for closing.
Breaking Through
This lesson describes how buyer resistance shows up in almost all sales interviews. What are the common causes of buyer resistance? How do you recognize and overcome the problem?
Resistance and Rebellion
Historian and author Ira Berlin explains that slaveholders were generally able to prevail upon non-slaveholders to help them squelch resistance among the slave population. "But ultimately," Professor Berlin notes, "...slavery is destroyed by what we...
The Modern Plague: Emerging Treatment Protocols for HIV
Prior to the development of new drugs, a person who developed full-blown AIDS had 1 to 2 years to live. In 1987 the very first anti-HIV drug was developed. Of the ninety patients who received the drug, Steve Pieters was the only one to experience po...