Farquharson | on Business Development: Fire Up ‘Lazy’ Salespeople

Remember, this is simply another sale to be made. You can get what you want when you figure out what they want and help them to get it. Play to their ego, their empathy and their sense of community. Understand that the junior salespeople are watching your behavior and their reaction.

This is not the first time, nor will it be the last time, you’ll need more from an unwilling sales force. Handle this with great care. PI