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 →
Now that it’s officially 2015, we hope you’re feeling a wave of fresh optimism and renewed energy to take your sales to a higher plateau this year. But of course you can’t depend on enthusiasm or the economy itself to … Continue reading →
This may seem weird. But stay with me for a minute. Imagine you’re on a friend’s big yacht. It’s a lovely day, the boat’s cruising along at a good clip, and you and your friend are standing by the rail … Continue reading →
Producers spend lots of time talking with clients and prospects about all kinds of things. Every conversation is another opportunity to build a connection and have real influence. And the practice of active listening lets you make that connection stronger … Continue reading →