One of my favorite behavioral psychology findings is the concept of small asks. Especially when trying to win over a new customer or build a relationship with someone I look up to. The idea that starting small is the best and easiest way to win a new account, pitch a huge project, or develop a […]
The most universally hated part of pitching prospects is rejection. I hate it too. Early in my sales career I would get so frustrated if a prospect shot me down. I’d get off the call and my mind would race. What did I do wrong? Was it something I said? Oh why didn’t he get it? […]
I wish there was a way to tell you that you can get over your fear of selling… but that would be a lie. A big, bold lie. This is something I learned from an early age for myself. When I was 11 I started my first business. Neighborhood lawn mowing. I wanted to buy […]
Have you ever pitched a retainer to a client, one that seemed like a layup, and they shot you down? It can be so frustrating. You do great work for this client, they seem to love you, and yet they just won’t say ‘yes’ to a retainer. The weirdest part is the client wants to […]