Don’t Fall for Stalls

by | Jul 22, 2019 | Closing

Whether it comes at you as, “We need to think about it,” or “We’ve got to sleep on this,” or “This is something we need to noodle over;” it’s still a flippin’ stall. Salespeople wilt when hearing this because the only thing they can think of is, “Well OK, here’s my...

Dynamic Duo of Disappointments

by | Mar 18, 2019 | Assessing

If you were to ask me to name the top two deal killers for residential salespeople I would immediately respond with one legger appointments and folks needing to think about it. These are the dynamic duo of disappointments. Often, the training and coaching received for...

Peg Leg Proposals

by | Jul 7, 2014 | Sales Basics

Thirty-something years ago, as a rookie financial services sales rep, I had an appointment with a young married couple one afternoon to discuss life insurance and mutual funds. When I arrived at their home, the husband was there by himself. He told me his wife was yet...