Don’t Be A Mind Reader

I once had prospect who I thought would buy within a month.  After the presentation, she asked about pricing and requested a written quote and contract.  However, during the presentation she also mentioned that they had a ton of projects going on, but ours looked good.  I think I somewhat disregarded the part about the … Read more

It Ain’t About You

I had a sales rep cold call me the other day.  She started with, “Hi Louie, this is Lorraine Thompson.  Did I catch you at a bad time?”  I said, “Well, I’m eating lunch.”  She continued without missing a beat.  “That sounds good.  I’m really hungry too.  Here at my company, we blah, blah, blah.”  … Read more