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Ruff or Rough?

Ruff or Rough?

The UPS guy brings our dogs biscuits. My German Shepherd goes racing out to him barking ferociously, draws up on a dime, sits, and gets a biscuit. It's pure theater and they both love it.

When you meet a new buyer, don't be stupid and start asking about “pain” or sleepless nights (unless you're reading this from the 1950s). Bring the buyer a treat—some value. Offer some learning, insights, IP, innovations that are attractive. Stop the potential barking. Invest in the meeting.

Biscuits are cheap.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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