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As a salesperson, your job is to sell, right? Okay, yes…fundamentally, it comes down to sales. But only half of your job is producing the numbers that justify your position. The other half ..
Uncovering Pain Points
A while back, we discussed pain points (http://esasolutions.com/posts/emotional-decision-making) – the problems a client has that you may be able to solve with your products and expertise. ..
We talk a lot about how much sales has changed in the past decades – no longer are salespeople the smarmy, fast-talking, used-car-salesmen types of sitcom fodder. Instead, a sales career has..
Overcoming Cognitive Biases
Cognitive biases run our lives, whether we realize it or not. They get a bad rap, but they can often be useful. For instance, when you’re walking down a set of steps, your brain mu..
If you’ve been in sales for more than a minute you’ve heard plenty of “the big one that got away” stories. It happens to even the best salespeople – the surefire big ..
Emotional Decision Making
“Pain Point” is a phrase that’s been getting a lot of traction lately. When we talk of pain points, we are talking about a problem that needs a solution. The problem could be any..
Another Happy Client 7-29-19
We always get excited to work with a new firm and show them just how much their sales can improve when they have our schedulers manning their calendars. In June of 2019, scheduler Ashlee began..
Prioritizing Your Call Lists
Consistent and reliable sales depend on a lot of things, not the least important of which is call prioritization. When you’re staring at a list of 2,000 names, it’s easy to become..
Your Personal Value Proposition
When you go into a sales meeting, you sit with your potential client and expound the virtues of your product. It’s advantages, unique qualities and what sets it apart from its competitors. Y..
Body Language: What Are You Saying?
If you’ve made it to the point of being a financial advisor or wholesaler, you’re probably pretty well versed in what to do (and what not to do) in a professional setting. Strong h..
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