Selling to the Point


Elevate Your Customer’s Decision-Making Quality

Not all sales are created equal. Some sales result from better decision-making quality than others. For example, an insurance company I worked for gave “quality awards” to deserving agents. Agents earning this award consistently sell policies that stay in force a higher percentage of the time. The same agents tend to win this award year after year.…

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A Silent Conversation Determines Success for all Salespeople!

Every sales presentation requires two separate conversations for successful selling. Most attention is paid to “Conversation A”, which is the selling-conversation between the salesperson and customer. However, “Conversation B” is more important. It’s the silent buying-conversation happening between the customer’s ears. These are two distinctly different conversations. For example, during the selling-conversation a salesperson may…

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