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Emotional Intelligence for Sales Success by Jill Konrath, Colleen Stanley

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CHAPTER 8

Checkbook

Get Paid What You Are Worth

YOU MIGHT RECALL the funny scene in the movie Jerry McGuire where sports agent Jerry McGuire and his potential client Rod Tidwell are on the phone, yelling back and forth as Rod questions his agent’s resolve to represent him successfully. It all culminates in the famous line, “Show me the money!”

If salespeople would apply this mantra as part of their selling strategy, they would make a lot more money and save countless hours pursuing unqualified opportunities. “Show me the money, Mr. Prospect. Are you willing and able to invest in my product or service before I spend my time writing up a proposal?”

Many salespeople are weak in this stage of the sales process that we call “checkbook.” They fail ...

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