Professional poker players are always discerning whether to bet, raise or fold. Insurance producers are faced with the similar choices determining if a prospect is worth pursuing. If you disqualify a suspect too soon you may miss a sales opportunity. … Continue reading →
What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →
At almost any stage in the sales cycle, from setting the first appointment to closing the deal, the three-headed monster of hesitation can rear its head. The prospect is stuck and you’ve got to do something about it. The best … Continue reading →
Think for a second about the last few commercial accounts you’ve written. Did the process move quickly and seamlessly from the referral or prospecting call, to the sales meeting, and then to closing? I’m guessing in at least one case … Continue reading →