When we first start in sales, we get taught what to say versus how to think. We are told to memorize closing scripts, prospecting scripts, presentation steps, and follow up scripts. But when the struggle hits and no’s start to stack up, we get told,...
If there’s one piece of advice you ever take from me, let it be this on: Become An Expert at What You Sell. I’m not saying become a sales expert, I’m saying become an expert on whatever it is you sell. If you sell mortgages, be a mortgage expert. If...
There’s a story about a fake expert I think you’ll enjoy. Once, there was a fancy-pants scientist who was known for being quite the asshat to his assistant. The assistant hated him, but needed a job. Day in and day out, the assistant was ridiculed, made...
