Slow Down. Take Up Space. Think.

I see a lot of reps rush through their delivery as soon as they get the chance.

It could be on a cold call when somebody answers. It could be during discovery when you feel like you have too much to talk about in a short period of time.

Relax.

Remember you've earned the right to their time (that's why they gave it to you), and if you continue to earn it, they'll give you more.

I learned this lesson from an unlikely source at an unlikely time in my career, but it's as true today as it was 20+ years ago before I even got into sales.

Don't be afraid to take up space. The value you provide justifies it. If you don't believe it, why on Earth would your customer?