We all remember these famous words that Cuba Golding Jnr's character, a struggling NFL gridiron player, ordered down the phone to Tom Cruise's character, a sports agent.
The words he used were, "Show me the money!" But the message being sent was, "I want proof, validation and evidence of all the hollow promises you have just preached. You tell me you are good, but I want evidence. And the evidence I seek is a playing contract".
The more salespeople, like Tom Cruise's character, "sell-speak" the more evidence we want, because we don't trust people that talk hollow promises and send message with hype as the central theme.
This is my message to salespeople: talk less, prove more (using performance predictors). If you don't, only those with the personality of Cuba Golding Jnr's character will ask you for the proof ... the others (that is, the majority) simply won't buy.
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