Salespeople Need a Sense of Urgency

Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....

Problematic Presentation Performances

Salespeople are trained to convey facts about what they sell, and they are commonly referred to as “cold” and “hard”, but they are neither. Certainly facts have their place but they don’t evoke emotion in buyers. You will be more successful in moving prospects and...

Think Fast, React Faster

Who doesn’t break into an accusatory smirk upon seeing a deer freeze up in the roadway staring at the headlights of an oncoming car? But it’s not so humorous when you are the one driving the car and the deer keeps getting larger with every passing second....