Author

Kim Magdalein

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The single most important ingredient that must be present with the prospect is a need or problem to solve. Once upon a time, salespeople could talk consumers into wanting and needing. Those days are over. People will not, in large numbers, allow you to convince them to do…

“Scientists find 12 moons around Jupiter” reads the July 18, 2018 Wall Street Journal headline. The article notes scientists have identified 79 moons circling Jupiter since “Galileo spotted the first moon more than 400 years ago.” According to a recent Best Review special section, Science of Life, more…

After writing 120 articles on prospecting, it’s difficult to avoid being redundant. Much of prospecting efforts are basically repeating the same things over and over again. One method has made a recent resurgence. Public seminars offering financial services are increasing in attendance. One of the newest is creating…

Frank Bettger wrote the book, “How I Raised Myself From Failure to Success in Selling.” In it he recounts that while on a cruise he noticed that when the ship docked, the crew threw a small, lightweight line to the dock. It had a “monkey fist” on the…