We learn that solving problems does not set sales people apart from their competitors, but rather…
Help Your Clients Recognize Their Need
According to life insurance industry studies, 36% of clients don’t recognize they have a need. You may wonder how that is possible. Several years ago I made a sales call on a prospect that was losing $10,000 a month in revenue due to a problem with their invoicing system. We presented a solution that would […]
3 Facts About the Psychology of Selling
When it comes to reviewing a sales opportunity that either ends in a win or a loss you assess what happened. Why did you lose or why did you win? But what really matters is, “did you connect with the prospect”, and what does that mean? When you connect with your customer, it means that […]
