Matt Judge

• Your prospect is motivated by fear that this project won’t turn out well; • Buyers make decisions the same way we all do; • You can only sell a service if people believe you will come through; • Both personal and corporate credibility matter; • There are deliberate, practical ways to raise your own image in the eyes of the prospect as a reliable provider of your service; • Networking and pricing affect your sales; • You MUST talk to live human beings to sell a service, but even if you hate the idea of sales, it is not that big of a deal once we talk it through

Like "How to Sell a Service," but for a broader audience that may include manufacturers, distributors and others.

• As with dollars, you get every minute once; how you spend it determines the return you get; • Your time is your greatest asset; • “No” is your new favorite word; • You need to put a dollar value on your time so you can tell if you are doing the right things; • With this metric for understanding the cost of your man-hours, you can track the investment in each activity, compare that against the return, and establish the ROI