File this under “tough love.”
I hear a lot of salespeople say that they’d like to be paid for what they produce. They don’t believe that it should matter how many hours it takes for them to do the work. They say, “If I can do the work in 20…Continue Reading
Even though they can make some people uncomfortable, disagreements and arguments are a critical part of business. Without disagreements and arguments you get groupthink, and you end up with mediocrity. When you have constructive conflict and…Continue Reading
- It is enough to just be helpful. It is true that you create value by helping your buyer. You help them discover their needs. You help them determine the cause of their problems. You help them evaluate their…
“I don’t have time.”
You’ve said those words. So have I. You think that you don’t have enough time quite often too, don’t you? But the one thing you do have is time. And you have enough time, too. You may be missing something else.
What you may…Continue Reading