Just One More Call!

Early in my speaking career and struggling to stay in business, I was often on the phone. Life was different back in the late 80’s. We had this thing called a…telephone. And, we actually called prospective client organizations. 😉 It had gotten bad. I mean, I was at the point where I was sneaking peeks at…

Advancing The Sale

Assuming the product or service you sell is a relatively high-priced item or takes a well thought-out decision by your prospect (and possibly others such as a committee) before buying, it’s seldom that you’ll make the sale on your first appointment. Sure, there are exceptions, but this is the general rule. As such, you may…