1: Imagine you are a salesperson. You and your prospect are sitting in a conference room.

You are competing with several large, well-known competitors. By comparison, your company is considered “small” and not substantial.

You take out a piece of paper.

You write down the following numbers:

28

500

8,000

85

11/65

Then, you say:

“28. . . That’s the number of years that our company’s been in business.

“500. … continue reading