By Tibor Shanto
Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it.
Here we go:
With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first.
Will I Get Fired?
Will I save?
The exceptions being Owners, and others who can’t pass the hot potato and have to pay for everything that happens as a result. Everyone else can get fired.
OK, who’s left?
The best B2B sales professionals continue to evolve, grow and win, by looking at Sales as a never-ending (well at retirement) journey to improve their ability to answer the most important question on a