Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.
Are your salespeople becoming stupid? Adam Smith, in The Wealth of Nations, says that’s what will happen if you merely provide a paycheck and fail to challenge a worker’s thoughts and emotions. He says your salesperson, “generally becomes as stupid and ignorant as it’s possible for a human creature to become.” To avoid such a tragedy, help your team operate at a challenging and rewarding level — that Flow state of performance we have discussed in this ...
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