Griffin Hill | Achieve More

The Positioning Play is the second play of the Case Open Routine.  The purpose of the positioning play is to stake a claim, establish the role of the...

Last week’s tip of the week talked about positioning yourself for success and staking your claim.  In addition to staking your claim, you use the...

I have often heard sales leaders and chief executives express the desperate hope that they could simply hire a natural born sales person or someone...

In sales, holding a meeting is activity but only the outcome of the meeting determines if it was a worthy performance.  Griffin Hill’s Sales...

Last week we talked about validating benefits with a proof.  To be effective, proofs must be specific.  When you offer a specific proof it is more...

After two decades of research, I have discovered that five categories offer the most efficient description of genuine benefits.  These categories are...

When we talk about the benefits of our products or services we tend to talk about their qualities, features, and functionality.  We say things like...

Before reading this week’s Tip of the Week, participate in this discovery exercise:  Imagine a chance meeting with your ideal suspect.  This is a...

Sales people are not alone in their aversion to reporting and evaluation.  It is our human nature to resist evaluation.  Scheduling the annual...

Rules and laws govern systems of success, and sales people who want to achieve greater results must follow the natural laws governing human...