You’ve had a first meeting with your dream client. Now you believe that you need to follow up. This means that one or more of these things is true:
One: You didn’t not gain a commitment at the close of the meeting.
It is your responsibility in…Continue Reading
A bank can give you a credit card with little trouble. The goal of the bank is really to get you to borrow money, as that is how it profits from the transaction.
You can give the razor away without making any money. You need the recipient to buy…Continue Reading
Here are some of the things salespeople and entrepreneurs say that provide a glimpse into why they struggle to create and win opportunities.
- The prospective customer wants to control the process. It may be true that the potential customer…
Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound aggressive.” He’s not wrong. It’s…Continue Reading