Image via Wikipedia I see this in most sales organizations-a propensity for cherry picking. Really does it add that much to your conversion rate? I’ll answer that, “no.” Cherry Pickers Lose Humans are always driven by intuition and “gut” feelings, but unfortunately these are often wrong. Like the classic optical illusion tests, which are a [...]
Are You Closing Your Competitors’ Deals?
Image by k-ideas via Flickr “Sorry, I am already working with someone.” The dreaded brush-off. You lost another one to the competition…or, did you? How can you turn this into opportunity? Treat them like a customer. Don’t Lose Hope When You Lose Treating prospects that you lose to the competitor like customers can be a [...]
How to Follow the Mortgage Market
Image by MyEyeSees via Flickr Nothing is more critical to your client in this volatile mortgage market than knowing what is really going on and why. This makes it really important to develop a strategy for tuning into and analyzing the mortgage market. Actually, the mortgage market can be very difficult to watch in action [...]
Find Your Passion and Sell It
Image by Getty Images via Daylife How many times have you heard, “passion sells?” Or, “find what you are passionate about and it will make you rich.” Fact is, passion does sell, but these motivational quips often confuse us during execution. The truth is most don’t have the means or the guts to just drop [...]
Qualify Your Deals with a Checklist
Image via Wikipedia Too often we go into sales calls with little or no plan. No objectives. No criteria for success. This is where checklists can be magical. Segment Your Leads By Product One of the best practices in quickly and efficiently moving through a large volume of leads is to segment. This one simple [...]
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