Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr

Author:Ron Karr
Language: eng
Format: mobi, pdf
ISBN: 9780470469842
Publisher: Wiley
Published: 2009-03-08T18:30:00+00:00

A few years ago, a financial services organization hired my firm to come in and examine its sales training program. After carefully scrutinizing the program, I realized that their financial advisors were being encouraged to spend a great deal of their time in the early part of an initial meeting on small talk that was supposed to help them build up relationships with decision makers.

The financial advisors were supposed to establish rapport with their prospects by complimenting the pictures of family members on the person’s desk or asking about the weather. They were easing into the questioning phase of the discussion with some classic—and, to the prospects, all-too-familiar—meet-and-greet maneuvers.

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