The Game Trap

If you hear yourself saying, ”It’s not personal. It’s just business,” be careful. Ask yourself if you’ve made a decision you’re not proud of.

“It’s just business” and “not personal” imply that there are different guidelines or values we apply depending on whether we deem the interaction as ‘personal; or ‘business’. If in the ‘personal’ interaction we apply our life values, what values or rules are we applying in the business interaction?

Having two sets […]

Making Initial Contact

Once you have at least a loose connection to your prospective client, you need to communicate it to your client, so when you call and ask for an opportunity to meet them, they already know who you are and how you’re connected to them… […]

Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies… from creating scripts and establishing credibility, to securing the meeting and setting criteria. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs. These easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success.
   --Publishers Weekly, April 28, 2014