Your body may be sitting across from your prospective client, but your mind may be somewhere else, somewhere very far away. It might be thinking about some problem or challenge you are experiencing now. Or it could be off somewhere in the past,…Continue Reading
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There is no secret to productivity. Everything you need to know about how to be more productive can be summed up in a single sentence: Do what is most important first and to completion. There is nothing else you need to know because that covers…Continue Reading
One of the unhealthier things we do in sales is to believe that our loss was due to the competitor having a better product or solution. The truth of the matter is that the loss is always due to being outsold.
The competitor has a better product…Continue Reading
Today is July 4, 2018. Here in the United States, we are celebrating Independence Day, the day we cut the ties that bound us to another people and set off on our own. The Founders liberated us and set us on the new course. At that time, no one…Continue Reading
There are people who believe that the choice of medium is the dominant factor for producing results when prospecting. They believe that the tools are what produces a better outcome, that some choice of medium is so much better than another that…Continue Reading