One of the reasons people don't like to sell is that we don't like rejection. As young children we develop a deep-seated fear of being abandoned by those that we love, and it follows us into adulthood. So there's this subconscious connection that's created between this fear and a prospect saying no. But we also avoid asking for business because we don't know what to say if the other person doesn't say yes or no. That's why most of us will only "ask for the order" when we already know the answer. It could be a formal sales situation where you are asking a prospect for a business deal. But it could also be an internal meeting where … [Read more...]
David is an internationally-recognized keynote speaker, sales trainer, and business coach. He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship.
He is the best-selling author of 12 books on sales, networking, social media, and entrepreneurship. And he is also a prolific contributor to blogs in the sales and marketing space.
His goal is simple: help people become RockStars in their professional lives so that they can have a positive impact on those around them.