Why cold calling is like surfing.

Don’t Give A Demo Before Doing This

Pop Quiz. How would you respond? Prospect says, “I’d like to hear about your workshops.” Most salespeople would rattle off information about their “workshops.” “We have three workshops—A, B, and C.” The problem? Your “workshop” has no value without a problem. Your “workshop’s” benefits only matter if they matter to your prospect. Context matters. The […]

Does Belief Matter?

A missionary knocked on my door. Here’s Elder Pete: “Hi. My name is Elder Pete, and this is my companion Elder Karl. Would you be so kind as to help us for a minute?” Me: “Sure. How can I help you?” Elder Pete: “We are visiting our neighbors today sharing a brief message of hope […]