Before sitting down today to pen this month's column, I didsomething I do multiple times a day. I made a sales presentation.It's funny. I often spend a good bit of time pondering what willappear in this space each month. Sometimes a topic comes to methrough training or reading on a subject. And sometimes I dosomething so stupid that I have to write about it a.) for therapyand b.) to keep you from doing the same thing.
As I talked to a group of agents this morning I caught myselfmid-sentence, realizing that I was committing a cardinal sin ofselling: Assuming that I was so good—with all the right answers andexperience—that everyone within earshot would immediately buy insimply because, well, I'm just that good. In short, I was employingthe “Have you seen me?” approach.
You've used it, too. It started when you first got into thebusiness. You went home from the interview and your family inquiredabout how it went.
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