The Forgotten Step In Closing

Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I learned how to sell, I was taught there were three answers to that question. “Leave!” “Leave now!” “Leave right now!”...

Sticking Your Landing

I was having lunch with a man the other day, and he and I have been developing a friendship over the past six months or so.  I have a great deal of respect for this man.  He flew fighter aircraft all over the world – Europe, Northern Africa, Turkey, the Republic of...