Huxley on Pushing It
“The rung of a ladder was never meant to rest upon, but only to hold a man’s foot long sufficient to enable him to place the other somewhat higher.”
–Thomas Henry Huxley (1825–1895)
English biologist and educator
Sales thought…
No one really cares. (NORC)
Prepare with that in mind and you’re more likely to make something wonderful… your opening statements, your responses to the standard objections you hear, the follow-up voicemail messages you leave, the email responses you send, the reasons you give for why someone should buy from you.
It’s not that your prospects and customers shouldn’t care (or never care). It’s about earning their attention.
Get some more insight on NORC and a printable reminder (to keep you from assuming someone will give you their attention).
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Have you seen Viktor Frankl’s (Holocaust survivor and instigator of the classic, A Man’s Search for Meaning) talk on inspiring others and ourselves (4.5 minutes)? The concluding thought on sparks and presupposing is fantastic. Be SalesTough.