This article originally appeared on ProducersWeb. An appointment setting program can be a valuable source of new business for a producer, but the sales scenario is different from a cold...
Ever find yourself in this scenario? You just met with a hot prospect who seemed eager and interested in learning about your product offerings—in fact, you were 99.9% sure you...
The two-minute drill is designed to reveal who you and your prospect are as people, stepping briefly away from the business talk to add a deeper dimension to the sales...
In this phase of the sale process, our sales trainer Dan Hudock talks about how exploring business philosophies can help you find common ground with a prospect. By having this...
As our sales trainer Dan Hudock explains it, upfront agreements are an opportunity to bring down the walls between you and the buyer. By setting the expectations for the meeting...
In this client-exclusive training video, our sales trainer Dan Hudock talks about how to break the ice at the beginning of a sales conversation, gently probing to determine if your...