How to Master Remote Selling Skills

  With recent interest rates at historic lows, originators haven’t had to worry about perfecting their selling skills because customers have come to them in droves. At the same time, Covid-19 restrictions have prompted consumers to shop remotely for food, cars, and everything in between. In response, businesses have quickly rolled out applications and delivery […]

Why Working Smarter is the Best Bet

The most common selling mantras are based on the concept of “doing more.” Managers have forever emphasized that if originators simply work harder, knock on more doors or make more calls, sales success is guaranteed. While this sounds reasonable, it is not correct. It takes something else to succeed in origination. In selling, the “doing […]

Five Key Questions Originators Must Answer

Researchers estimate that 95% of consumers’ buying decisions are driven by emotions. While most people believe they are rational and make decisions weighing all the evidence, the reality is very different. Many salespeople recognize this but inevitably, there are producers who claim their customers are different and more price-sensitive than other consumers. If you take […]

When You Speak to Groups Does Anyone Listen?

When conducting training on lead generation, I often see originators who are not good speakers in front of a group. Some originators think they don’t need this skill set. Others think they are good at it when frankly they are not. The current environment requires scalable marketing efforts and effectively communicating to groups—whether in person […]