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https://completemarkets.com/Article/article-post/2325/Golf-And-Sales-Learning-To-Swing/
...tanding next to my 20,000-gallon swimming pool; it would only take a few secon...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2325/Golf-And-Sales-Learning-To-Swing/
... When selling insurance, how often do you scurry to repair intellectual hurts that will never move your prospects to take decisive action? It's a waste of time, albeit sometimes more comfortable than trying to find a real prospect. On the other hand, finding pain - or potential pain - will hook you a real prospect. What is pain? My 21-month-old daughter standing next to my 20,000-gallon swimming pool; it would only take a few seconds for a disaster to happen. The vision of an accident was indeed so painful that I spent $1 ,100 on an ugly portable fence that reduces my view, cuts the yard in half, and creates a substantial obstacle for me and the dogs. Pain motivated me to take decisive action. So when prospects throw you a problem let's ... this shot. He pulled his putter out of his bag and, taking a left-handed stance, held the face of the putter vertically rather than horizontally, which is normal. His left-handed, vertically held putter cut through the tall grass and connected with the ball, rolling it to within four feet of the cup. If Crenshaw hadn't practiced that shot, he never would have hit it in the tournament. Your tournament is the sales interview. What would it take to make you practice? Even if you wanted to, could you find the time? And could you make it fun? I have three suggestions for making sales training more fun: 1. Hunt for real problems when you're questioning a client. If the client has no problems, you're out of business. If you can't ...