All Selling Aside With Alex Mandossian

Let’s talk about New York City. Even if you’ve never been there, you probably know that it’s home to the Empire State Building. Completed in 1931, this 102-story building stands a total height of 1,454 feet (or about 444 meters). Even now, decades later, the Empire State Building is one of the tallest skyscrapers in the United States. Enough about the building’s height, though; let’s talk about its foundation. The excavation for the foundation went down over 50 feet, and then had to be built back up to the street level. Without a foundation this deep and solid, the building would never be able to rise so tall. Is your business built on a deep foundation? What about your selling process? Or are they built on quicksand? The deeper the foundation, the taller the building—and it’s no different in business. In business, though, the foundation means the relationships. A foundation means asking for a commitment that advances your prospect for the next step, not just trying to quickly close the sale. Can you begin th