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Look: Don’t tell me everything you know, just tell me what I need to know. (The college professor syndrome.)

When I ask what it is you do, don’t begin by telling me how you got into it.

When I ask how much money you made last year, don’t tell me about the last six.

When I ask if you want to talk tomorrow or the day after, don’t recite your schedule.

If you’re like this with prospects, they won’t become clients.

I could go on, but I won’t.

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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