The Mouth Has a Mind of Its Own

by | Dec 27, 2016 | Assessing

If you are over 40 or watch the TV Land channel, you are familiar with the bumbling, trench coat clad, Italian-American detective Lt. Frank Colombo, played by the late Peter Falk. He was the absolute best at gathering information to solve murder cases by asking...

Are You Probing Or Confirming?

by | Dec 19, 2016 | Assessing

A father and son went fishing one day, and after a short period of time in the boat, the boy became curious about the world around him. He decided to ask his dad some questions and began with, “How does this boat float?” The father thought for a moment, then replied,...

Dreading Trying to Sell During the Holidays?

by | Dec 12, 2016 | Prospecting

I hope you had a fantastic sales year and made a bucket of money, and are ready to take some time off around the holidays. The bad news is that most salespeople aren’t in that position and are scrambling to find some folks to talk to during December in hopes of...

Closing Canvassed Sales

by | Dec 5, 2016 | Closing

One October afternoon, after the brutal summer temps and high humidity had subsided, a sales rep was canvassing through a neighborhood of middle-class homes. The rep knocked on a door and it was answered by a woman who cut him off right after “hello” and slammed the...