“A manager is responsible for the application and performance of knowledge.” — Peter Drucker
On the golf course, I’ve seen it happen a million times: You’re at the first tee. The pressure is on. Someone in the group chokes and ends up making a fool of himself (or herself). The reason? Otherwise solid golfers don’t put in enough time on the range and wait to practice on the course.
The same thing happens in the world of commission sales. You’re at the sales call. The pressure is on. The salesperson falls back into old, ineffective habits and doesn’t close the sale. The remedy? Practicing effective sales techniques so that they are second nature to the salesperson before you get to the sales call.
How prepared is your sales staff? Will they freeze when it really matters?
Upcoming Event: At the MBA Reverse Mortgage Conference in San Diego, I will be moderating a panel on September 10 that will discuss the best practices of sales professionals in reverse mortgage lending. Find out what industry leaders have to say about this important growth market.