These were the five most trafficed posts during March – a couple of which are actually older posts which bounced back to the top during March. If you didn’t have a chance to read them when they were originally posted, now’s a good time to do so, and to join the conversation.
Recent Blog Posts
- Pain, Brain, or Reframe: How Do Buyers Really Buy?November 13, 2017 - 6:00 am
Sometimes when it comes to sales, we approach it as if there were some specific model or equation to follow in order to result in closed business. A + B must equal C. So, many of us tend to look for this equation over and over again. If we didn’t get it right – it […]
- The Comp System Made Me Do It (Be a Low Trust Advisor)November 6, 2017 - 6:00 am
It happened again the other day. A (fairly articulate) participant in one of my workshops said: Charlie, you don’t understand our system. We can’t do the trust stuff you suggest when the incentive system is set up the way it is. We get paid on the basis of the transactions we bring in and close; […]