successful sales strategies

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 […]

Professional Selling is Always Personalized! Read More »

Storytelling and Successful Selling

In today’s ultra-competitive sales environment, originators are challenged more than ever with the task of getting prospects to listen to them. The “push” marketing techniques of the past where sales professionals spewed features and benefits hoping that someone had a need for their product or service are no longer effective. Now, people can filter out

Storytelling and Successful Selling Read More »