Fortune Cookie Wisdom #7 – The Sure Way To Sales Improvement

The Sure Way To Sales Improvement

Most sales training falls short of expectations because it pits a yes answer against no. As in, yes is the optimal answer and no is the suboptimal one. If that same sales training elevates no to the same plane as yes and pits them both against an answer of maybe, effectiveness goes up. Just like the opposite of love isn’t hate, it’s indifference; the opposite of yes isn’t no, it’s maybe.

Good stuff.