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Those that have viewed Joachim de Posada’s TedX talk in our sales training workshops will have enjoyed his recreation of Walter Mischel’s marshmallow experiment with Colombian school-children.
The ability to delay gratification is particularly important in the sales process, whether it’s resisting the temptation to offer a business proposal before qualifying or agreeing to a small bit of business when the right answer is to hold out for a larger piece of work. Delaying gratification is also important in sustaining focus in the midst of information abundance. Ed Batista lays it out nicely in this HBR blog.