- A lot of sales advice is often delivered as if it were a universal truth.
- Much of this advice presents generalizations as facts, without the context necessary for the advice to be useful.
- Improving your sales approach requires…
There are some who present ideas as if they are truths that one must follow to improve their sales. Here is a field guide to frauds.
The “Is Dead” Fraud: Those who insist that some prospecting methods no longer work. The more one insists that…Continue Reading
A Zen Master I know, Genpo Roshi, wrote a book called Spitting Out the Bones. The book title is something his Master said to him about Zen. His Master told him that he must “swallow the whole fish and then spit out the bones.”
A lot of us, your…Continue Reading
The idea of a false dichotomy is that one is presented a choice of two ideas that are seemingly exclusive when they are not. It also leaves out other possibilities. The false choice forces the person to choose one to the exclusion of the other.