Some time ago, I was sitting comfortably in a sun filled conference room in a suburb of Atlanta, GA. The meeting had barely started when one of my prospects was temporarily called out of the room. This was my chance to speak with the CEO on a more personal basis and outside of the formality… Continue Reading
I was at the gym the other day, settling into a really good running rhythm on the treadmill. About the time I was feeling the tension leave my body, one of the trainers approached me and asked if he could have a chat with me. I noticed my back and arms were tensing by the… Continue Reading
It may seem counterproductive to let go of control in sales conversations. Isn’t the point of a sales conversation to close a deal by moving prospects to become customers and to do this then salespeople have to be in control, right? Yes, and here is the most important point – Salespeople often confuse controlling a… Continue Reading
