Salespeople: Lawyers at the Court of Company Policy

As someone who has spent a good amount of time teaching people how to sell, I understand why in-house trainers and policy manual writers want every aspect of every process to be clearly defined, blessed by the company, and present a seamless front to the buyer.  On the other hand, I’ve been the buyer many, many times, and I know what it’s like to work with a human that doesn’t behave like a human. So, in this month’s column, I’m going to encourage and empower you to demonstrate your devotion to the client and your ability to think freely, and for most of you it will work better than following the safe corporate path you’ve been offered.  

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Scot MacTaggart
Save Time and Accomplish More by Asking Better Questions

One of my many shortcomings is that I have certain beliefs that I tend to repeat over and over again, so if you have spent any amount of time with me, you’ve probably heard that I truly believe time is a lot more valuable than money.

If you believe that your time is more valuable than your money, we want to make sure that you get a good return on the investment you are making just in reading this piece. We’ll start with the normal process by which we engage with other people on any collaboration:

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Scot MacTaggart