How to Use Referrals to Get Bigger and Better Clients
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....
What to Do When Your Prospective Client Goes Dark
By Jeff Beals It happens to all of us – a prospective client, one you’re sure is going to end up purchasing from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning. It’s a common problem, but it...
Consequences of Missing Out on a Sale
By Jeff Beals I was talking with my brother-in-law last week, and he shared an experience he had at a local chapter meeting of the National Association of Insurance and Financial Advisors. An insurance executive was delivering a speech about sales success. ...Overcome Social Discomfort at Networking Events
By Jeff Beals While preparing to go to a networking event, have you ever worried, “What if I don’t know anyone?” It’s a common concern, but knowing nobody at a networking event is actually a blessing if you have the right attitude. Not knowing anyone forces you to use...
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