Steve GoodnerA referral is simply someone who believes in you enough to say your name to someone who doesn’t know you yet, and lends you their credibility to make the introduction.
Steve GoodnerPeter Drucker is often credited with the line "what gets measured gets managed." But almost nobody quotes the dangerous half of that truth, that this includes measuring the wrong things and the things that quietly hurt you.
Steve GoodnerAn objection is not the buyer saying no. An objection is the buyer telling you, out loud, the precise thing they need reassured before they can say yes.
Steve GoodnerTrust is not a nice feeling that follows a sale. It is a measurable state you can create — and the fastest way to create it is to stop talking and start listening.