alt text image of the word lies in scrabble letters

Little White Lies

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…

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alt text image of a cartoon salesperson with a megaphone yelling across to a buyer

Your Baby Is Ugly

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…

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