Several times recently I have had conversations with clients who were unclear about what the next step in the sales process was. Most of them seem to be leaving sales calls with unclear expectations as to what happens next and when it is to happen. This happens when you make assumptions and allow your prospects […]
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“Successful people make the habit of doing on a daily basis the things that unsuccessful people are unwilling to do.” -Albert E. N. Gray This quote was part of a talk entitled “The “Common Denominator Of Success”, that Mr. Gray, who was with Prudential, gave at the 1940 NALU convention in Philadelphia. It is as […]
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In the last 90 days have you given a demo, a full-blown quote or proposal, or a presentation to a prospect, and then have them tell you they do not have any money or the project has been put on the back burner or they need to “think it over”? If so, congratulations, you have […]
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