I learned in counseling that the clients’ presenting problem that they came into to talk to me about was NEVER the real problem. The real problem was three… four… or five… eight… twelve… twenty seven layers deeper than that. This is because they did not understand what the problem was. See, if they understood what […]
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Salespeople show up and throw up. They show up and vomit on their prospect! They vomit product knowledge and information. The one thing that a salesperson knows more than anything else is their product. Hence, the more a salesperson is trained in product knowledge, the greater the likelihood of them wanting to present their product […]
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The time to find out if people don’t have money is before you give them a presentation–not after. And the time to find out whether or not they’re willing to give you some of their money is before you give a presentation–not after. The time to find out everything is before the presentation, not after. […]
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