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

• 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