Where old friends & new customers meet

Recently, I made a big, huge, stinking faux pas. I should’ve known better, but I goofed.

My coaching client invited me to speak to a group of his salespeople at one of their company meetings. While there, I met most of the salespeople and spoke to almost all of them individually. One of them expressed interest in taking my Sales Academy. Since these people all work on commission, I offered...

It’s natural for new entrepreneurs to gratefully take any business they can get, especially at the very beginning. On the surface, this sounds like a good idea. The problem occurs when you’re dealing with someone who is a deliberate and notorious slow payer.

The naive and uninitiated new business owner innocently believes all prospects are aboveboard; however,...

When you are looking for customers, it’s always encouraging when you meet someone who is eager to do business with you. However, be warned that sometimes people who are too eager may have ulterior motives. This is what is known as a hustler. Hustlers are usually very skilled at telling you what you want to hear but be warned: They test their marks (size up their targets) before they take advantage of them.

Hustlers often...