Last week I received a call from an entrepreneur. He’s got a successful business, and he just started a new business. This entrepreneur called to ask me to help him with one question he had about providing references to a big prospect he was…Continue Reading
Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.
Want to Hear
The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…Continue Reading