Slow Down. Take Up Space. Think

Slow Down. Take Up Space. Think

I see a lot of reps rush through their delivery as soon as they get the chance.

It could be on a cold call when somebody answers. It could be during discovery when you feel like you have too much to talk about in a short period of time.


Remember you've earned the right to their time (that's why they gave it to you), and if you continue to earn it, they'll give you more.

I learned this lesson from an unlikely source at an unlikely time in my career, but it's as true today as it was 20+ years ago before I even got into sales. 

Don't be afraid to take up space. The value you provide justifies it. If you don't believe it, why on Earth would your customer?