The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.) So traditional salesmen and women are operating left field, they […]
What Defines a “Sales Winner”?
This is a question that I am asked so often, and my response is always the same… I describe the “Running Away” personality and the “Running Towards” personality. The running away person is awoken by their alarm clock and they immediately hit the snooze button. Ten minutes later, the buzzer goes off again. “Just ten more […]
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