The Prospect’s Time is Valuable

Every salesperson has had it drilled into his or her head that time is money and should be valued accordingly. So I won’t give you another lecture on time management. Instead, I’ll emphasize the importance of also realizing the value of your prospect’s time. Now that’s a switch, isn’t it? Too often, salespeople are so […]

Organized Planning

I don’t know of any successful planner who doesn’t first start by writing things down. A to-do list is a great place to begin. If you’re one of those people who doesn’t write things down or never kept a diary or planner, you’re not alone. It’s true there are some jobs that don’t require detailed […]