Three Selling Diamonds

Mark Miller, Principal, Strategies for Success, recently presented “Break the Rules and Close More Sales” for a Sterling Bank meeting. Mark reminded us that listening is one of the most important sales skills. He likened cold calling to trying to find three large diamonds in a 5-gallon bucket of safety glass chips. Finding the diamonds is difficult, but worth it. And he related that the #1 cause of deal death is failure to set an up-front agenda with the prospect.