"Good luck is when opportunity meets preparation, while bad luck is when lack of preparation meets reality." - Eliyahu Goldratt
I used to annoy the crap out of my team with that quote. It wasn't an accident.
Preparation is that important in determining you're level of sales success in your banking career.
My customers today get the same treatment. I ask them all the same 6 questions before we go out on joint calls.
The first three are...What do you know about the person we're meeting with? What would you like to learn? What are you hoping to accomplish with this meeting?
And the other three questions? That's what this week's video is all about.
1. Selling doesn't end simply because the prospect said yes. You need to keep reinforcing the idea they made the right choice in choosing you, and that's best done by confidently and completely communicating what comes next in...