I’ve talked before about taking the long game with prospective clients. As was drilled into me long ago, people are ready to buy when they’re ready — or more specifically, when you’ve built trust and demonstrated value. It’s your job to listen, find solutions, and, along the way, check all their boxes for them. Business […]

We all have our pet peeves. I’ve got plenty. Here’s one: people who say to me, “I’m sorry sir, but that’s our policy.” This may sound harsh, but in my experience, sticking rigidly to the letter of company policy comes from one of two places: Jobs where employees have no empowerment or latitude to use […]

Everyone who has ever taken a sales training course has been taught this: Don’t pre-judge anyone. Get to know them, and without making assumptions learn who they are (and what they need and want), then sell to them accordingly. We’ve all heard it; yet it still happens. It still happens because people are people, and […]