Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4thdown with 56 seconds left—and scored the winning touchdown. That reminded me of what I was taught when I was new on the phone: that the sale doesn’t start until the fourth or fifth no. My manager used to tell me that it’s a like football: He … [Read more...]