Tag: Truth

The Gist

• There are different perspectives available to you as a salesperson, all of which provide some part of the "truth."
• Most of the time, in discovery you acquire a large amount of subjective truth, without much objective truth.
• One…

Back when I worked for a very small company, I was invited to a meeting with one of my prospective clients. They invited my competitor too, so the contact could explain her project to both of us at the same time. Both my company and I were young…

The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way…

It’s harder to tell the truth than to tell people what they want to hear.

The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The…

Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns.

Here are four beliefs about leadership that I…

The truth at any price, even the price of your deal.

Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you…

Today, I am disappointed. Sad, really.

My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been…

My friend Howard Bloom is one of the brightest minds I know, and the world’s greatest science researcher and writer. If you are unfamiliar with his work, you should start with The Lucifer Principle: A Scientific Expedition Into the Forces of…