Don’t Play Their Game


It’s easily possible to let prospects mislead, deceive and procrastinate with sales reps too much. Patience and tolerance are very admirable social qualities. However, sales is not a social setting. It is a business setting.

  • Be willing to demand more of your prospects.
  • Be less accepting of their excuses and stalls.
  • Be willing to ask more Why questions.

Often, going for the ‘No’ or having the strength to walk away is the best thing to do in sales rather than keep a slowly dying deal in your It Just Might Happen file.

Leadership vs. Management

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