decision or the benefits of taking
action. You can use a case study,
an analogy, or even better, a personal
story.
For example, no one wants to
think they're the next Kodak or
Blockbuster, but these are two pow-
erful examples of companies who
failed to change and suffered great
consequences. A story driving home
the emotional component of change
will more often be more effective
at shifting someone's perspective
than the most solid, fact-driven
argument.
Don't show up unprepared to meet your biggest competi-
tor: "Do nothing." Meet the status quo head-on, armed, and
ready by walking through these three action steps.
Do it before your next sales call or meeting. Don't put it
off. Don't choose to "do nothing."
Julie Hansen is a professional sales trainer, speaker, and author.
She authored the book ACT Like a Sales Pro in 2011 and has been
featured in Selling Power, Entrepreneur, and Sales and Service
Excellence magazines. She can be reached at julie@actingforsales.com
and www.actingforsales.com.
WWJ
Twitter @WaterWellJournl
WWJ November 2016 59
Legendary Taylor Quality.
Performance As Promised.
BASE PRICE INCLUDES:
+(!!"&
$
+#(
%(!%))#%&)' ,&%&
+
&&'
+,"'%'"
#'%*
+
'#"
#&,"
NEW
taylorindustries.net
MEETS CALIFORNIA ANNUAL PURPLE PERMIT REQUIREMENTS
TITAN 125C
D R I L L I N G U N I T
$950,000
Learn Business Tips at Groundwater Week
There are multiple business-related and
management sessions that will take place
at Groundwater Week December 6-8 in
Las Vegas, Nevada. For more information
and the complete educational calendar, go to
www.GroundwaterWeek.com.