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.
Steve GoodnerProduct knowledge and closing tactics predict the short-term numbers, but the ability to build connection and trust predicts the long-term ones — and that ability is downstream of what you believe about yourself.