Selling (the right way) is hard. As we train and lead salespeople and executives all across North America, I regularly try to remind them that selling is, in fact, difficult, and that it’s remarkably easy to fall back on old, natural habits that get in the way of making the sale. Just today, I made a basic selling mistake. I was introduced to the CEO (I’ll call him Mike) of a young, growing company by a fellow consultant who arranged the meeting. She set me up perfectly and my initial call with...
