For And Sir Isaac Newton On Why Salespeople Fail
SME Magazine Singapore|September 2020
For And Sir Isaac Newton On Why Salespeople Fail
There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM.
Dave Kurlan

Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Unlike the made-up fears that prevent salespeople from asking tough questions, qualifying more thoroughly, or picking up the phone and making a cold call, the fear of burning alive in a hotel fire seemed like a pretty justifiable one.

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September 2020