As salespeople, when month-end or a deadline looms and those “definite orders” don’t materialise, we may go into panic mode and start phoning as many customers as possible, literally begging for business and giving away unneccessary discounts.

Alternatively, we may shift into strategic thinking mode, then calmly and carefully work out where to concentrate our best efforts. As a result, we pull in worthwhile orders just in time, without giving away all the profits.

What type of a thinker are you under pressure?