high sales performance

Professional Selling is Always Personalized!

During a recent conversation with a mortgage banking executive, we discussed the sales behaviors that separate top producers from the rest of the pack. The senior manager observed that the best originators always personalize their interactions with former clients. Indeed, top originators set aside time to regularly contact past customers in a way that deepens […]

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How to Perform When the Stakes Are High

This past weekend, many of the Olympic trials were held to determine who will represent the United States in the Summer Olympic Games in Rio. I am always enthralled by the personal stories of the athletes and how so many persevered through difficult circumstances and succeeded. While only a few individuals can make the team—the

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