You see this truth playing out over and over again in life. Personal relationships tend to surface similar problems over and over again until the individual takes a look inward and asks, “What am I doing to cause this?” Read more…
It is not uncommon in a sales meeting to hear someone describing an experience with a prospect where the buying indicators all looked perfect and the deal was lined up. The prospect is saying all the right things, but the deal just never seems to close. When this is happening, I always suspect that we might have a prospect who is just telling the sales person what they want to hear in order to further their own agenda. Read more…