Often times prospects put out a Request For Proposal and expect a response from all the “vendors” they send it to. When you receive one of these RFP’s what should you do? Good question. Before we answer it let’s take a look at what is happening. What most likely is happening is that your prospect […]
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If you ask most people in the sales business this question they will tell you something like “the purpose of prospecting is to get people to give you an appointment.” They think that their job is to try and convince people to give them an appointment. They think if they can make enough appointments and […]
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Perhaps the answer to this question can be found from Barbara Fredrickson, Ph.D., a research psychologist at the University of Michigan, and a vanguard in the field of Positive Psychology. According to Fredrickson, negative emotions get people to act in particular ways or what she calls “specific action tendencies.” Most of us know this as fight […]
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