A new podcast was uploaded to iTunes recently answering the question as to what the secret is in closing the sale – any sale.
This was based on much research into where the failures or shortcomings exist where agents are showing a consistent track record of NOT making sales happen, even though they know the technical knowledge and they know how to present the opportunity to save money to the senior client.
It's worth a listen. In the post that holds the podcast, there is a link to a very valuable book by Mike Brooks. Everyone that convinces, influences, or sells by phone should own that book!