What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →
At almost any stage in the sales cycle, from setting the first appointment to closing the deal, the three-headed monster of hesitation can rear its head. The prospect is stuck and you’ve got to do something about it. The best … Continue reading →
Ever show up for a sales meeting you yourself scheduled and realized you shouldn’t be there? I don’t mean mixing up times and dates or going to the wrong address. I’m talking about driving 45 minutes to a meeting you … Continue reading →
What you do speaks so loud that I cannot hear what you say – Ralph Waldo Emerson A dismissive shrug of the shoulders. An impatiently tapping finger. A child with crossed legs, squirming like a centipede. These more or less … Continue reading →