People frequently tell me how my way of thinking changes the way they sell, makes it easier, AND they close more deals. One of the ideas that I often get positive feedback on is the idea of problem ownership. It’s no great...
Read MoreHave you ever felt that one or more of your competitors had a better product to sell than you? I know I have. In fact it often seems like what we are selling has all kinds of problems, and that what the competition sells is sooo...
Read MoreAmazing how people will blame you for their problems. Read this letter I got a couple of days a go. I can’t believe what this guy’s blaming me for… Dear Shamus, I bought your package just more than a year ago...
Read MoreIt’s time to stand up and lead. It’s time to fight. Now is not the time to cower. Yes, some companies are going out of business. Yes, real estate, equities, and many other investments have crashed in value. Yes, the...
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