Continuing our discussion of the Nine Principles of The Sales Cadence methodology, Jay Jensen and I discuss how today’s sellers, especially young ones, often lack confidence to take a persuasive, authoritative tone on the phone. Their politeness and deference ultimately lead to a loss of control on the call.

Watch the quick video and listen to how Jay draws a comparison to stopping to help someone with a flat tire  — and how apologies have no place in sales!

Join in our conversations online with #kraigandjay and catch previous chats with Jay Jensen here.

Check out our other great content at The Sales Cadence: