Watch Out: Familiarity Breeds Contempt!

By Jeff Beals    “House guests, like fish, begin to smell after three days.”    Benjamin Franklin famously penned that phrase more than 200 years ago. In other words, the more time we spend with other people and the more familiar we become with them, the...

Trust in Sales Is NOT a One-Way Street

By Jeff Beals Just as you must earn your prospects’ trust in order to sign deals, they should earn yours too. Trust should always go both ways. Trust is a two-way street. Trust ought to be reciprocal, because that means the business relationship can move forward with...