The following strategy is for salespeople who are asked to present to a prospect by a broker or agent. Here is how to win when you have an hour to present to a prospect you haven't met. You might want to read this primer on Value Creation before…
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you.
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