You’ve been invited to a friend’s long-anticipated party. But something delays you along the way, and you arrive late - long after the other guests. What’s your natural inclination? Unless you’re a raving exhibitionist, your inclination is probably to not make too much of a fuss, join quietly, merge into the crowd and play it low key for a while.
That may be a good guiding principle for (most of) our personal lives, but it’s an awful approach if you’re a salesperson arriving late to a prospect’s buying decision process that has already been underway for some time. If you’re late, you need to stand out from the crowd and do your best to disrupt the process. Here’s why…Read More