Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge?
Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make your way through the bureaucracy of people and departments at target businesses. Like the ball player, you need panoramic awareness and agility to respond quickly in constantly changing situations. And like the hotel concierge, you’re always ready — with empathetic understanding — to provide clients and prospects with the resources they need, including assurance, respect, attention, and prompt action.
In the world of sales these skills add up to situational fluency — the capacity to skillfully manage the twists and unexpected detours you’re bound to encounter in the process of selling. Continue reading →
