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Avoiding
a Stagnant Sales Career: Study Your Product Like a Consumer
By Todd Duncan
07/31/13
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To avoid the stink of a stagnant sales career, you
must learn to grow with change. In other words, you must learn to keep a
finger on the pulse of the market (something we hear quite often) and on
the pulse of your clients' needs and values, the pulse of your product or
service, and your own pulse. It's a good thing you have so many fingers.
Recruiting With Vision 07/24/13
Too often recruiting presentations are packed with
benefits and features that loan officers will enjoy if they join a
particular company. When that message becomes the centerpiece of a
recruiting strategy a manager often makes a hiring decision based on
someone's excitement and acceptance of that message. While this strategy
may help you to recruit lots of new people, it has a greater probability of
leading to higher turnover, increased costs and loan officers that are
"culture misfits".
When It Comes to Prospecting, Less is
Best! 07/17/13
To a certain extent, all of us play the numbers game
in selling. However, it is erroneous to assume that if you see more people
you will get more business. It's true that you usually need more prospects
when you are starting your sales career than when you're established. But
in either case, it's not the numbers that ultimately count. It doesn't
matter how many prospects you see. It
matters how you see the right prospects.
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Darren Hardy
21st Century Leadership
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