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Josh Seibert's new book, Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. This book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.
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Consistent growth requires a consistent, systematic process that delivers consistent, dependable results.
When you left your prospect's office last week, his parting words were "call me next week." You've called . . . left messages . . . called early . . . called late . . . and still - nothing. What happened?
Let's examine what you did when you were last face-to- face with your prospect. When he said "call me next week", did you say "okay", or did you say "let's check our calendars now and set up this phone appointment"?
Your prospect's time is valuable - as is yours! When a client asks you to call at a future time, go ahead and set an appointment, then CONFIRM that the prospect will take your call. Say the words - "will you take my call at that time?" It's the only way to make sure you're not chasing a ghost and to make the sale!
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