John Graham

It’s second nature for agents to size up prospects. It’s part of their DNA; they do it without thinking. But prospects do it, too, trying to figure out if this is someone they want to do business with.

One mistake agents often make is defining their role too narrowly as being a salesperson. It can also be the reason they don’t close more deals.

Salespeople are often told not to fall into the trap of thinking like a customer because they will lose focus on what they want to accomplish: Closing the sale. What if the opposite is true?

All testimonials aren’t equal; most are lacking credibility. Here’s how to obtain ones that are motivating, memorable and make a difference.

For many in sales, the lure of low-hanging fruit is irresistible. The appeal is so addicting, some make it their career to be perennial order takers. It doesn’t need to be this way. This article offers strategies for overcoming the damage that pursuing low hanging fruit can do to a salesperson’s career.

We all face the challenge of doing more in less time in our jobs. John Graham offers tips on how to transition from experience to expertise – from looking backward for answers to looking forward with solutions – to help you accomplish more while maintaining your sanity.