The Power of Silence

I can’t begin to tell you how many times I have witnessed a well-meaning seller walk straight past a critical moment of client decision-making by not availing themselves of the great power of Silence. Across many cultures and traditions, silence is often revered as a way to derive focus, peace and power. But as Americans we…

In sales, CONFIDENCE is OVERRATED…

Have you ever been told to be more confident? Have you ever told one of your sales people to be more confident? Exactly what were we hoping for when sharing this advice? This is perhaps the easiest advice to give and at the same time, the worst.  It means absolutely nothing to those hearing it. …

THE 3 BIGGEST FUMBLES IN SALES…

By Paul Shapiro This weekend in the NFL, almost half of the games played were significantly impacted by fumbles. And this week was not an anomaly.  In fact, every NFL game was recently analyzed over a 10 year period* and the results painted a vivid and consistent picture of what happens when the ball is…