The assumptive close will fuck you almost every time. If you assume the business and expect your prospect to ask you to become a client, you are living in a dream world where closed sales don’t exist.
The other day I was on a mountain in Oahu and a friend of mine was talking to me. He was telling me how we are ALL born relentless and as we age society teaches us to relent. All kids are born fearless. [..]
About 5 years ago, I was doing what most of us do. I had a corporate job making sales for the machine. In my case it was mortgages. I loved helping people buy their dream homes but I hated the paperwork. [..]