Nightingale on Feeling Results


“One’s feelings waste themselves in words; they ought all to be distilled into actions which bring results.”

– Florence Nightingale (1820–1910)
English pioneer of modern nursing

Objections are a requirement to a successful salesday. It means you’re engaging your prospects and customers and helps you move the sales process along (or end the process with an unqualified prospect).

Nightingale on Constructive Discontent

“Were there none who were discontented with what they
have, the world would never
reach for anything better.

–Florence Nightingale (1820–1910)

English pioneer of modern nursing

No one really cares. (NORC)

Prepare with that in mind and you’re more likely to create something wonderful… your opening statements, your responses to the standard objections you hear, the follow-up voicemail messages you leave, the email responses you send, the reasons you give for why someone should buy from you.

It’s not that your prospects and customers shouldn’t care (or never care). It’s about earning their attention.