The language "overcoming objections" doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and…Continue Reading
Archive for May, 2010
Is This The Right Call To Make?
Now that you have scheduled your sales call, it seems as if it might be too late to ask this question. It’s not. It is still a necessary question to ask, and it often prevents wasting your time and your dream…Continue Reading
Inevitably, you will be late to a meeting at some point; an important sales call will run over the time you allotted, there will be an unexpected traffic problem, the school will call you about your sick child at the most inopportune time. These…Continue Reading
In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of…Continue Reading