All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration and send you to an early grave. (Sales grave, that is.) Why do salespeople give these poor prospects more time than they deserve? Here [...]
Posts Tagged ‘Willingness’
When You Lose Your Walk-Away Power – You Lose Your Objectivity
February 13th, 2010 
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Posted in Articles 
Tags: Adequate Number, Appointments, Circumstances, Consequences, Corporate Giant, Frustration, Good Luck, Long Distances, Motivation, Objectivity, Poor Prospects, Presentation Skills, Profits, Sales Managers, Salespeople, Salesperson, Statistics, Telephone Travel, Time Resources, Willingness 
No Comments »Your Power Of Choice
November 20th, 2009 admin Everyone has options. Everyone has choices. Not everyone always likes their choices or options, but they have them nonetheless in every situation whether they choose to see them or not.From choosing your attitudes to your reactions and responses. From deciding to do nothing to taking some risk or action.If I hear one time from some [...]
Lessons From Military Leadership – Emphasize Your Indirect Power
October 22nd, 2009 admin One day in the motor pool, one of the best military leaders that I ever worked for shared with me some valuable insights into the nature of hard and soft power that stayed with me my entire career and helped me to become more effective as a small unit manager and leader. I think that [...]
Posted in Articles Tags: Benefit Of The Doubt, Communication And Negotiation, Formal Sources, Group Goals, Integrity, Legal Position, Manager And Leader, Military Leaders, Military Leadership, Motor Pool, Organizational Boundaries, Personal Reputation, Persuasiveness, Power And Influence, Practical Application, Sources Of Power, Strict Hierarchy, Team Player, Virtue, Willingness No Comments »