Imagine for a moment that you are a noble producer-knight, seeking to help mitigate risks throughout the realm. Your quest for new business has led you to another corporate castle. Now you must confront the Keeper of the Gate, cross … Continue reading →
The classic sales acronym AIDA: Attention, Interest, Desire and Action, puts attention right where it belongs — at the very beginning. If you want to tell your story and influence people, you’ve got to first get their attention. But what … Continue reading →
What motivates people to sell? What drives people to sell more and reach for higher goals? The traditional business view is that incentives like bonuses, prizes, and awards are the best way to drive production. In the last couple of … Continue reading →
Last issue we wrote about the importance of protecting one of our scarcest and most important resources – time. Today we’re going to talk about another precious resource – other people’s attention. Before you plow the field, you’ve got to … Continue reading →