Figuring it out

My six year old daughter Bekah (short for Rebekah – notice how as life’s pace quickens, more people get nicknames?), figured out that a pony tail hairstyle was very similar to a bun.

She told me “When my hair is up in a bun it looks like a bunny tail.” Hence, bun, a nickname for bunny tail. My wife and I got a great laugh at this insight and here’s the sales-related thought for you…

Have you figured out your prospects?

Do you know what motivates them? What criteria they use to make decisions? How fast they will decide?

Pay attention to their words and ask great questions.

Figure out how to figure out your prospects and you give yourself a raise.

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