There are many differences between those who succeed and those who struggle. However, there is one difference that dominates the list, and this single factor may be the root cause of the others. The difference in succeeding and struggling is what…Continue Reading
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“If this is good, that must be bad.” “If that is right, this must be wrong.” “There is only one way to do this, and that is the way we do it.” “It is black or white. There is no gray area.”
One of the patterns in human thinking is the tendency…Continue Reading
You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.
- Integrity or…
There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to…Continue Reading
There isn’t much better than asking your dream client a question to which they answer, “That’s a great question.” You may have had clients say those very words to you, but you may not know what made it a good question—or how you might…Continue Reading