Something surprised me the other day. It was the reason a colleague, who had left to work for a big company (sniff!), returned to ghSMART. She had left a couple of years ago to become a senior executive at a top-tier fashion brand. Sounded like a dream job at the time. But within 2 years, she returned to our firm. I was happy she came back; but what was a mystery to me was why she decided to come back. She sat down next to me at our firm’s annual Summit. [Continue »]
3 Simple Closing Techniques for Smart People
I counsel my teammates on three simple closing techniques for smart people. And I want to share them with you, because I’ve seen what a dramatic positive difference they can make for your customers as well as your colleagues. In my previous blog, I observed something weird that happens to smart people when it’s time to close a deal. Smart people turn to mush! [Continue »]
5 Ways Smart People Blow the Close
The weirdest thing happens when it’s time to close a deal. Smart people turn to mush! I’ve seen it a hundred times. For example, my colleagues are super smart. Many of my teammates have Ph.D.s and MBAs from the toughest universities in the world. They have performed at the top of their peer groups at places like McKinsey, Bain, BCG, The White House, Ritz-Carlton, G.E., HP, U.S. Navy Intelligence, Marine Force Recon, and Goldman Sachs before they came to ghSMART. [Continue »]
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