In the March issue of Agency Sales you met a new contact and did an excellent job of establishing an initial rapport. This was accomplished, first, by simply letting them talk about themselves and their business instead of you talking about yourself and your business. Right there, that separated you from practically every other salesperson they’d ever met. You also asked them two of the “Feel-Good Questions” as well as the “One Key Question,” which together, is a powerful combination.

By the time the conversation ended and you asked for and received their business card, the new contact was very … Read the rest

You’re a high-caliber sales professional. Your knowledge and wisdom are exceptional, and the value of what you offer is undeniable. But, if you’re like many, finding new, high-quality prospects to fill your sales funnel and keep it filled is often a challenge.

Have you ever asked yourself the question, “Whom do I speak to next, now that my list of prospects is running out?” If you’re not consistently cultivating new, qualified prospects and referral sources, you’re leaving money on the table and keeping many willing people from utilizing your expertise and deriving the benefits of your product or service.

While … Read the rest