The 3rd Mistake in Sales Meetings – the Lex Luther

October 20th, 2015

The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Stumbling block #3 in new client meetings (see #2 Robot) is the monologue. When you’re excited about what you or your product can do for your new client, it takes discipline not to explain it right away Read More...

Door to Door

June 4th, 2014

We were expecting no one when the door bell rang at my mother’s house. I opened the door. The air was brisk, the wind was strong, the sun was burning bright. Standing at my mother’s front door was a young brown skinned man, wearing a frayed white oxford and dark blue pants that were slightly too big for him Read More...