Three Golden Mental Rules of Selling

In a recent sales training class on prospecting, I wrapped up the session with three important keys to the mental side of selling. They are: 1. Keep positive people around you, not negative; 2. Commit to learning because it makes you more confident and; 3. Access experts when you need them. No one can know […]

Are Your Originators Winging It?

    In my consulting practice, I find that “winging it” is a common approach for many sales organizations.  Why are so many companies willing to leave their sales results to chance? One of the primary culprits is when lenders do not have a clearly defined structure that originators are required to follow. A structure […]