Have you ever been in a sales meeting or on a prospecting call when someone throws a question at you that feels sharp or ambiguous? I’ll bet you have. When that happens, it’s natural to feel obliged to respond on … 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 →
You can’t be involved in sales for long without learning how important questions are to the whole process. Effective questioning reveals buying attitudes, clarifies details, and motivates prospects to engage more deeply in the conversation. Before that sales stage begins, … Continue reading →
By reducing stressful reactions, regular exercise empowers you to go beyond fearful hesitation What’s the worst part of your work as a producer? If you answered “prospecting,” then join the club. Without a doubt, most producers say that prospecting is … Continue reading →