LIGHTBULB MOMENT (ANE-1)
With endless external factors outside our control, professional selling is an occupation that relies on information. Leverage means using something to its maximum advantage; so, a continuous ‘sales task’ is simply leveraging all information available.
Since details about prospective buyers’ needs, wants, and pain points are often limited (or non-existent), salespeople, not only need to maximize what we know, it’s necessary to uncover additional insights to improve our chances of closing.
My reaction following the lightbulb moment made me realize there was information available that I hadn’t yet tapped. I had no idea how to leverage psychology during a sales interaction, but I knew it would help, and I was fired up to figure it out!
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Learning is essential for progress, creating a (legit) time & effort a requirement. as Advisors w/a sole responsibility of making other people money – we can speak with certainty in saying, information alone won't take you far in the results department.