You Want Them To Want You, Don’t You?

I remember feeling very awkward as a teenage boy trying to ask a girl out on a first date. My throat would get dry.  The palms of my hands would begin to sweat.  Often, when I began to speak my voice would crack and it sounded as if I was going through puberty again....

Definition of Insanity

There have been times over the last 31 years that I have found myself coaching good people about challenges that they seemed to deal with repeatedly. They had good hearts and an excellent work ethic, but found themselves getting similar objections from their prospects...

Tip The Scales of Justice!

Court is back in session.  Everyone rise! On Friday, we discussed the importance of asking carefully crafted questions during the sales process so that your prospect will almost lay your sales strategy out for you. http://jeffcwest.com/i-object-objection-sustained I...