Monthly Archives: November 2013

To Persuade People, Tell Them a Story

Transmitting information and persuading people to make a change are fundamentally different goals. Human minds are not like computer storage devices. You can’t just shove a bunch of stuff in, expect some processing to happen, and a change to occur. … Read More

When to Follow Up on a Sales Proposal: The Magic Time to Boost Close Rates

In an ideal world, you would send out a sales proposal, the prospect would accept it, and your company would start working on the project. In the real world, proposals usually require follow up. Prospects have questions, concerns, and bosses … Read More