Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now “The sky is falling! The sky is falling!”Henny Penny would have you believe that the sky is falling, that the end is near. She would most definitely have you believe that your world is coming to end.Henny Penny will tell you that the balance of power in selling has shifted, that the buyer is now completely in control, and that you have no choice as to whether or not you are commoditized. The doom-saying chicken doesn’t believe that anyone can create value because she cannot, refusing to see or hear anything to the contrary.Henny Penny would have you believe—like she does—that because some roles are going to be automated, that all roles will be automated. Hence, you have no place in a future that has no place for you. This disturbed bird wants you to share in her fear. She wants you to be paranoid and to overact with her.According to said Hen:The cold call is dead.The field sales force is dead.Traditional prospecting is dead.Opportunity creation is dead.Closing is dead.Selling is dead. And soon, you too will be relegated to the ash heap of history.This frightened, feathered fowl will squawk about this trend and that trend, offering you evidence that what she foretells is true and unavoidable, leaving out the evidence and information that would suggest that her reading is skewed and inaccurate.The problem with large, loud Chicken Littles that run around making noise about the end of the world is that they are only speaking of their own experience. Because an acorn fell from a tree and hit them on the head, they believe that their experience is shared universally by one and all. In the end, all who followed Henny Penny end up being eaten by a fox.Pay attention to what is going on around you. Don’t ignore trends that require you to change and grow. But while you are doing so, don’t listen to those who would feed you their fears.
Don’t miss out on the latest news and information. MOST READ Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH “My teammates were just trying to find me cause I was hot I just had to keep shooting. They just happened to fall in,” he said as he went on a perfect 3-of-3 sniping from threes.Expected to take a bigger responsibility for the Falcons this upcoming collegiate season, Espeleta isn’t putting much pressure on himself or to even fill up the absence left by Manganti as he hopes to continue being a part of something great under the tutelage of Pumaren.“We know what were capable of doing. All of us are just looking to contribute every night,” he said. “There’s no star player. We’re just playing as a team.”ADVERTISEMENT NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers Read Next For the complete collegiate sports coverage including scores, schedules and stories, visit Inquirer Varsity. Typhoon Kammuri accelerates, gains strength en route to PH Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City The Fil-Am swingman on Tuesday showed a glimpse of what he can do, lighting up for Akari-Adamson with 19 points in the first quarter in the team’s 98-92 victory over Go for Gold in the 2018 PBA D-League Aspirants’ Cup.Given the keys to the starting role, Espeleta made Pumaren look like a genius, leading his crew with 24 points, on an efficient 8-of-11 shooting from the field, while also grabbing five rebounds and two steals.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch run Win-win situation for Macaraya as CEU, San Sebastian thrive in D-League 2 ‘newbie’ drug pushers fall in Lucena sting Slow and steady hope for near-extinct Bangladesh tortoises AFP official booed out of forum Brace for potentially devastating typhoon approaching PH – NDRRMC SPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutout“The first time I took over Adamson, I really felt that he has a lot of potential. He has the PBA potential, but he just has to be in a better shape,” remarked the Falcons coach.The 21-year-old, though, shrugged off the praise and noted that his early explosion wouldn’t be possible if not for his teammates helping him as Akari-Adamson rode his blistering hands early. John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding LATEST STORIES PBA IMAGESIt seems like coach Franz Pumaren didn’t really need much time to find a replacement for Sean Manganti.Left looking for someone to plug in the small forward position left by the senior high-flyer, Pumaren may have stumbled upon a gem in Jonathan Espeleta with the incoming third year ashowing signs of promise.ADVERTISEMENT View comments
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