When you’re selling, it’s tempting to focus on the positives. All the little features that bring all the bigger benefits. What you can do. What you’re product can do. What your...
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For bonus points and in the belief that maybe there’s a short cut, we might have a broad notion of only wanting to work with a subset of the options that...
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We’re so busy doing what we’re doing, working on the things we know to work on, and how to work on, that it can all be a little bit auto-pilot. Unthinking...
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Not everyone agrees with you.
Outside the organisation, most times, you take it on the chin. Customers are entitled to do what they like with their money and decide to go left...
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There will be ups.
At the end of the presentation, in the middle of the sales call, when the contracts are signed, with the inbound enquiry, at the latest hire, when things...
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