RSSMoney Objections: It Is Never About The Money
Feb 29, 2008 Buying Facilitation®, Top Posts
After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation®. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold for six months at least, so that his new hires could prove their value and start earning money.
“How can they start earning money if they won’t get their training for several months? And what skills will you offer them, given they will now be learning Buying Facilitation® after they’ve already begun selling the conventional way?”
My prospect gave me very short, almost unintelligible responses. Finally, he admitted that the COO called him in as my contract come over his desk, saying that if they were going to spend ‘that kind of money’ on sales training, they had better have a team in place that was worth it and had earned it. Joe was both angry and embarrassed: he had thought he was the decision maker, given it was his own budget, etc. and “Frank” hadn’t exhibited any interest in sales training before this.
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Tags: Buying Facilitation®, money, objections, presumptive summaries
Why Obama Is Going To Win
Feb 25, 2008 Random Thoughts
This week I became a grassroots follower of Obama. I haven’t been politically active since 1972 when I went door-to-door doing voter registration with a very pregnant belly for George McGovern. I haven’t been ‘fired up and ready to go’ since then, although truth be told, I loved Bill Clinton for his brains and audacity.
But something different is happening now, and it seems it took a community organizer to do it. The difference is palpable, and the victory-to-come seems obvious, now that I’m an ‘insider’.
Tags: candidates, change, Clinton, Democrat, Obama
The Brain
Feb 7, 2008 Random Thoughts
I want to introduce you to a fabulous tool that I found. It’s
called The Brain
It’s a 3D content management tool that makes it
possible to store all kinds of data – data you can enter yourself, links
to sites or documents, etc. – and have everything instantly available at
your fingertips. I cleaned up my whole office once I installed it – all of
those scraps of paper lying around, all those notes that I take for myself to
do, or remember – all there, in front of me, organized in ways I can
either see or immediately search for.
