Comfort with Ambiguity

Becoming comfortable with ambiguity is essential to professional selling. That’s because there’s an invisible wall between salespeople and their prospects. It’s built of apathy or resistance. Prospects are often apathetic or resistant to a salesperson’s efforts. Salespeople might even be feeling that way about some of their prospects. And, anytime there’s a wall between two people, ambiguity exists. Salespeople have to work to understand what’s behind that wall. We have to work to understand why a prospect would buy from us. The wall gets broken down by whoever (prospect or salesperson) most want what’s on the other side. For prospects,…


Read More

Curiosity Did Not Kill The Cat

Curiosity did not kill the cat. Instead, it was a poor reaction to whatever the cat discovered. A natural curiosity is vital to success in any endeavor. Norman Vincent Peale, the great author, credited it for his long life. Socrates, one of history’s most curious people, didn’t killed by curiosity. He was murdered for dispensing advice. There’s a critical distinction to consider when thinking about curiosity: Curiosity v. Cynicism. In many ways it’s similar to the comparison of Optimists and Pessimists. Curious people yearn to learn because of what they might uncover. Cynical people have no need to learn because…


Read More