Avoiding A Stagnant Sales Career: Survey Yourself

Aug.21

By Todd Duncan

The best way to avoid stagnation in your sales career is by following the final step: Surveying yourself. Something I’ve practiced and preached for years now is what I call the “Annual Review with You.” And it’s geared to ensure that your needs and values in life are consistently met and upheld over the course of your selling career.

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Avoiding A Stagnant Sales Career: Playing The Market

Aug.14

By Todd Duncan

What I mean by “playing the market” is to become a buyer in your own market. If you sell anything, to remain ahead of your competition, you must understand what it’s like to be a consumer of your product.

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Avoiding a Stagnant Sales Career: Survey Your Clients Regularly

Aug.7

By Todd Duncan

The next move in avoiding a stagnant sales career is to transition your current clients into strategic partners who have a shared interest in your success. When you’ve taken steps to ensure that happens with each client, being aware of any changes in their wants, needs, or values is easy.

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Avoiding a Stagnant Sales Career: Study Your Product Like a Consumer

Jul.31

By Todd Duncan

To avoid the stink of a stagnant sales career, you must learn to grow with change. In other words, you must learn to keep a finger on the pulse of the market (something we hear quite often) and on the pulse of your clients’ needs and values, the pulse of your product or serv­ice, and your own pulse. It’s a good thing you have so many fingers.

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Recruiting With Vision

Jul.24

By Dan Foster

Too often recruiting presentations are packed with benefits and features that loan officers will enjoy if they join a particular company. When that message becomes the centerpiece of a recruiting strategy a manager often makes a hiring decision based on someone’s excitement and acceptance of that message. While this strategy may help you to recruit lots of new people, it has a greater probability of leading to higher turnover, increased costs and loan officers that are “culture misfits”.

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When It Comes to Prospecting, Less is Best!

Jul.17

By Todd Duncan

To a certain extent, all of us play the numbers game in selling. However, it is erroneous to assume that if you see more people you will get more business. It’s true that you usually need more prospects when you are starting your sales career than when you’re established. But in either case, it’s not the numbers that ultimately count. It doesn’t matter how many prospects you see. It matters how you see the right prospects.

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Five Tips to Heat Up Cold Calling and Overcome Call Reluctance: Conclusion

Jul.10

By Todd Duncan

As we address the final steps to heating up cold calls and overcoming call reluctance, there’s one more thing to be said before we move on. If you’ve ever learned a new language, you know one thing to be true: if you don’t speak the language regularly, you lose it. You don’t remain fluent in any language unless you continue to use it in everyday conversation. And the same is true of the language of trust.

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Five Tips to Heat Up Cold Calling and Overcome Call Reluctance: Part One

Jul.2

By Todd Duncan

When it comes to training for true sales success, it’s really a matter of learning the language of selling as opposed to learning clever selling lines. To close sales in an effective manner with out call reluctance or cold calling, you must communicate in the language that is most easily under by your prospects and clients, and that language is trust. There is no better path to a sale than to communicate trustworthiness to your prospects and clients.

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