Greta Schulz, Sales Consultant

There is a glass sitting on a table with water filled halfway up the glass. Some see the glass half full, some half empty. Which is correct?  Neither. Both. This old saying is a terrific illustration of seeing things through your own filter. Most things in life are subjective, merely subjective. When you hear a salesperson say, “I had a great meeting and this guy is very interested. I feel like it’s 95% closed”. You analyze the account yourself and realize it really wasn’t qualified properly, your salesperson didn’t discuss the dollars it would take to get the job done and most importantly, he isn’t truly the decision maker. You would put a 50/50 chance on this at best.