“If I call you one summer morning and hear the surf crashing behind you, I will have one of two responses. If you’re over 100% of quota I’ll say don’t forget to reapply sunscreen. If you’re under 100%, I’ll say, you’re fired.”

It is not my work ethic or dedication that has me in my office every Sunday morning. It is my struggle to keep up.

It’s unfortunate but many young salespeople I work with get knocked off their feet by objections.

To make a difference, to move people, we need practical empathy to realize that the other person doesn't know what we know, doesn't believe what we believe, and might not want what we want.