I love how some people say that “closing just happens.” They say that all you have to do is get a bunch of yeses throughout the sales process and eventually the client will sign the contract. No, they won’t! You have to ask. Closing is like skydiving. The reason the instructor is strapped to your back when […]
Month: March 2017
The Friend Zone
It happened again. I got lazy, didn’t pay attention to the details, and found myself in the “friend zone.” This week’s tip is about something small and easy to overlook, though it makes a big difference. It’s the “call to action.” […]
People, Process, Technology
I joined my first start-up, Thrive Networks, at twenty-four years old with some friends. My job was to run sales. I was young and inexperienced so I took every sales training I could: Sandler, Miller Heiman, TAS, SPIN, etc. Eventually I came across a company called Basho. I was excited about their training because it was […]