The Sales Blog
The human brain is really made up of three brains. The oldest part of the brain (from an evolutionary perspective) is the archipallium, or reptile brain. It includes the brain stem, and the cerebellum. This part of your brain is responsible for all of the automatic functions of … [Read more...]
Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company scratches together the money for an automobile. But the delivery driver refuses to use it, saying, "I don't want to learn to drive one of those things. What's … [Read more...]
No one wants to make an error. Whether a mistake costs you an opportunity, a client, or something else, it isn’t a pleasant experience. One of the reasons we hate making mistakes is the fact that other people are keeping score. The bigger the mistake, the longer—and more … [Read more...]
Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]
I remember how my old man “taught” me to swim. He launched me into the deep end of the swimming pool. I think I was four years old. I replaced the water I was taking in through my mouth and nose with tears as I struggled to tread water. By the time I paddled over to the side, … [Read more...]
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