This is episode 274.
Read the complete transcript here.
TOM'S TIP TO EMERGING SALES LEADERS: "Be prepared to seize the moment when it is in front of you. When Johnny Carson introduced me to perform to 26 million people, I knew exactly what I was going to say and I knew exactly where I was going. I seized the moment and that's another thing that salespeople have told me through the years as well as great athletes. A baseball player is hitting .142 and he's about to go back to the minors and all of a sudden, he's up with bases loaded. If he seizes this moment, his whole life is going to change. Sales is the same to you what the Tonight Show was to me. If you're in position to meet that customer with the huge deal that's going to turn your whole life around and you're not prepared for it? That's silly."
Sales Game Changers | Tips from Successful Sales Leaders