People can have differing views on business ideas. There are some that see everything as an expense. These people are enamored with ideas like cost-based accounting, looking at every item to determine what was spent, including things like…Continue Reading
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There are two strategies for producing results faster. One of these strategies is highly effective and certain to produce results. The other strategy doesn’t provide either the result or the certainty, even if it is more attractive to many.
I no longer find the language "overcoming objections" as useful as it once was. It is more often true that we are really resolving our client's concerns. The challenge is that they don't always present their real concern. Here is how to listen to…Continue Reading
One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce competition (read my new column on Forbes for more on Red Ocean strategy). In the Red Ocean, success requires that you displace…Continue Reading