Some view fear as an asset and some as a liability. It signals you in advance of impending risk, or it holds you back from acting. While both states can occur, does that make one right and the other wrong? In competitive selling, particularly for important deals where winning means a lot, fear has its ... Read More >
There’s concern and there’s worry. About six months ago I had surgery to repair a torn rotator cuff. As I was about to go into the operating room, the nurse said to me, “You don’t look very worried about the surgery!” I responded, “Would it help?” You see, with all sincerity, she asked that because ... Read More >
There’s time and there’s the perception of time. Not long ago, I began swimming, making my way from the hot and comfy therapy pool to the less warm leisure pool to the lap pool where the serious swimmers hang out. During those first lap pool experiences, swimming with the big dogs, time stood still for me. Swimming laps ... Read More >
When we go into a new account for the first time and engage the client, we also silently engage the competition. As AEs, we know this. It’s nothing new. We qualify the account, seek to understand the opportunities, and work a solid sales methodology in accordance with our individual selling styles that vary as personalities ... Read More >