Man sitting on dock Quit waiting for crap opportunities to find you and go hunt down the opportunities that look like your current best clients. (Image: Shutterstock)

As we coach agencies and their producers to be more effective sales organizations and individuals, we share several core philosophies. One of the tenets of our approach is that sales is a transfer of confidence. In other words, you are always working to give prospects confidence that, by working with you, their business will get better results.

Of course, you can’t give away what you don’t have. You can’t make that prospect confident in you if you aren’t confident yourself. Therefore, it is critical to keep your sales confidence at a peak level.

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