Fighting The Good Fight – Peter’s Story
During World War Two, our military relied heavily on our Naval Submarines to attack and sink the enemy ships. Early in the war, the submarine torpedoes were upgraded and the combat strategy was changed in order to better equip the subs. Unfortunately, the submarine crews quickly discovered that the new torpedoes and the new strategy did not […]
Diffuse Objections by Listening To Your Prospect’s Concerns…
You’ve probably heard this over and over in your career: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkward quickly. Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation […]
