Archives - November 2017

One week this month my family was out of town. I had great opportunity to really “get some things done.” What happened was just the opposite; I let the mundane, the trivial eat up my time. I rarely watch TV. I spent every night watching TV. Does that happen to your peoplle at work? It …

After you’ve completed your sales presentation or product demo, the buyer enters the evaluation phase of the buying process, and a scary monster frequently rears its ugly head: risk.  Risk can kill a deal, and its threat can increase as your prospect evaluates your offering. What is the opportunity cost of going with this solution …