Is the Confidence Factor Killing or Winning Your Sale?

When I asked a new client why he selected me from among the three he had interviewed for presentation training for his team, his answer surprised me. I thought he would say the quality of the programs, my willingness to customize, my methodology, or any of a number of...

Why It’s Risky To Not Prepare For Customer Meetings

Without the right preparation, it is difficult to truly take a customer call or meeting to the next level. You may luck out and it could happen anyway, but there’s such a huge opportunity to ensure it goes the way you want. And, there’s so much more risk if you and...

Selling to Friends

What is more awkward than having to ask for business or negotiate tough issues with a friend?  What do you say? What do you do? How do you stay firm on the issues, but soft on the relationship? I recently received a call from Andrew R. who recently changed from B2B...