Quit waitingfor crap opportunities to find you and go hunt down theopportunities that look like your current best clients. (Image:Shutterstock)
As we coach agencies and their producers to be more effectivesales organizations and individuals, we share several corephilosophies. One of the tenets of our approach is that sales is atransfer of confidence. In other words, you are always working togive prospects confidence that, by working with you, their businesswill get better results.
Of course, you can't give away what you don't have. You can'tmake that prospect confident in you if you aren'tconfident yourself. Therefore, it is critical to keep yoursales confidence at a peak level.
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