Archive for the 'sales success' Category

Why Your Sales Success is Inconsistent

~ Saturday, December 27th, 2008

It was before 9 am.  Aaron cold called a prospect and made a sale.  He felt pretty good about what just happened.  Thinking he needed a small reward, he headed over to Starbucks for a coffee and something to eat.  Aaron was exhibiting the same behavior that most people in sales exhibit–as soon as they [...]

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The Zen Paradox of Sales Success

~ Thursday, December 25th, 2008

Many financial  advisors believe, without ever thinking about it, that sales success is convincing the prospect to do business with you.  Accordingly, the goal is therefore to enroll people in conversations and the longer the conversation goes, the greater your chance of the close.  Naturally, you believe that if you talk to a lot of people, [...]

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