We are going to be talking about Focus, the Hidden Driver of Excellence. And as we talk about this whole idea of excellence and we take a look at that, it is really important to have a little background information. And to do that, we need to spend a little bit of time really talking […]
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Most salespeople operate from an entirely self-destructive paradigm. They operate with the mistaken belief that it is their job to present proposals and quotes to any potential buyer that requests that they do so. They unilaterally give proposals and quotes without requiring the buyer to make any commitments or decisions. They willingly give away free […]
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There are a number of reasons for that. But before I give you the reasons, I’d like to hear maybe what your opinion of that is. Why do you think salespeople talk too much? And I’m going to make an assumption here, which is dangerous, that everybody on here agrees that salespeople probably talk too […]
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