Dear Client. You Are Wrong.

alt text image of a wrong way sign

The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way they want it). When you call a … [Read more...]

Lies of Omission

alt text image of pinochio

Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has changed as it pertains to who has information. And it’s not because the Internet allows buyers to turn the tables on sellers and sales organization, although … [Read more...]