In a series of studies published in the Journal of Public Research, “people chose to complete tasks that had very short completion deadlines, even in situations in which tasks with less pressing deadlines were just as easy and promised a bigger reward.” Unfortunately, this human nature tendency can sometimes create bigger problems over time. For […]
Tag: prospecting
Call a Lot of People?
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
Connecting With Prospects Faster
In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out to them, connect with them in a way that engages them, and offer them value so they see you as a resource & authority?” A good question for many of us… and, interestingly, the simple answer […]