Chapter 1. Prospecting: An Essential Element to Your Selling Success
Not too long ago, our company had the honor of working with one of the largest banks in the world. We were working with their mortgage business here in the United States. Their business has enjoyed a significant boom since the turn of the century as interest rates declined to historic lows.
The company was often reaching its annual sales goals by April or May. And this was done in the absence of a proactive sales effort. This is not to degrade the sales organization in any way. The company had a great team. It’s just that inbound demand for its products was so high that the loan officers had no time for a real proactive sales effort. Many of the loan consultants could be found ...
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