Professionals

by: Michael M. Ralph | Professionals One of the most common mistakes in sales is assuming that interest equals a sales opportunity. It doesn't. In fact, many business owners, consultants, and sales professionals waste enormous amounts of time chasing people who are interested but are not actually in a position to buy. Interest is simply curiosity. A true opportunity requires four additional elements: Need Want Afford Now When these elements align, the probability of a sale

by: Michael M. Ralph | Professionals There comes a point in many professional careers when a simple question deserves an honest answer: "Am I building something that belongs to me, or am I simply producing results for someone else?" This isn't a criticism of employers, agencies, carriers, brokerages, or organizations. Many provide tremendous opportunities. The question is whether you're creating additional options for yourself and your family. Most experienced sales profes