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Strictly Sales: Applying the law of physics to the art of selling

"Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from David Connolly, ARM. SO YOU'VE found another prospect. You've developed a rapport, and you've done your homework. You know a great deal about

By David Connolly | Updated on June 30, 2004

“Strictly Sales” is written by the faculty of the Dynamics of Selling Program. This month’s column is from David Connolly, ARM.

SO YOU’VE found another prospect. You’ve developed a rapport, and you’ve done your homework. You know a great deal about the prospect’s business, and you’ve also done your research on the third person in the discussion-the incumbent agent. You have reviewed the prospect’s current policies and can see some potential issues. You have the markets you need, and you’re confident that you can win the upcoming debate over product and service.

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