For those of you that don’t code that means does not equal.
I am going to challenge that assumption. I call it swagger, if you know you are making your number you have swagger, confidence. If you aren’t you are desperate. People sense this. Think of going into a car dealer.
I’ll tell a brief story as I’m apt to do. I was sitting next to a VMware (Visualization Software) sales guy. We got to talking during lunch. He said you know I used to have a big enough territory that when a customer said why don’t you come back and give me another demo while I think about it, he would say ok, but it will be two months. Got the sale right then everytime. They added so many people now he says next Tuesday or Thursday? Sales way, way down.