Author: John Higgins

Let’s address this in two ways: (1) Offer a value proposition to the client that you’d want to hear. And, (2) Have a positive attitude; expect agreement in the sale/on the call.  We should have such wonderful news to share with the client that when they aren’t interested, it surprises us.  I’d bet that right now, you’re shocked when they are interested.

  Imagine this:  You own a car dealership. Most of your team have been with you for 10 years...