The popular stereotype of the career salesperson is still shaped by the image of Arthur Miller’s Willy Loman. You remember Willy, the doomed hero of the play Death of a Salesman, whose livelihood seemed to depend, for most of his career, on smiling relentlessly, slapping backs, keeping his shoes shined and striving endlessly to be […]
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Let’s start with this whole idea about what is mastery. I went to the dictionary and I looked up mastery and it had a couple of different definitions. One was the possession of a body of knowledge and the other was a complete acquisition of skill; it did not use the word “mastery” in either […]
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Asking your prospect all the correct questions is wasted if you don’t really hear what they are saying, whether expressed directly in words or more subtly in tones or partial hints. Do you hear everything that is being said? Do you understand it completely? Being a good listener requires more than just keeping quiet while […]
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