“As your manager, what is the one area where I am going to struggle with you? Where are we going to have trouble?" There is a reason this is the most important question to ask when hiring. The answer is a strong indicator as to why you may be…Continue Reading
Last week I received a call from an entrepreneur. He’s got a successful business, and he just started a new business. This entrepreneur called to ask me to help him with one question he had about providing references to a big prospect he was…Continue Reading
Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.
Want to Hear
The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…Continue Reading