Although I’m naturally an optimistic person, I truly believe in the power of pessimism. I don’t care what all those self-help gurus tell you. If you only see the world through your rosy glasses, you’re going to run smack dab into sales-derailing situations that could have been prevented.
That’s why it’s imperative today to take time to be negative when preparing your sales strategy. For every sales opportunity you have, you need to ask questions like: