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You are too focused on the WHAT

It’s commonplace for people to tell others what it is they do, what it is they offer, what it is they have accomplished, and well, whatever else they want. It is important to communicate the what. But when we are too focused on the what, we forget the how. How is important because it communicates […]

Did You Ask Your Client Why?

When you enter your first sales job, I think you should be issued a “no deflection unit”. A what? Ya, just what I said. We hear the word “NO” more times than anyone should have to be comfortable with. It’s unfortunate someone hasn’t invented armor to protect our egos along the way.  But as seasoned […]