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Coach's Corner: We are all emotional beings. That's what defines our humanity. So learning how to handle difficult emotions, particularly around the sales process, is a critical success skill for all advisors.
Horsesmouth Essential: You may assume it’s only natural to think angry or contemptuous thoughts when someone tries to “sell” you. This is a trap. Don’t do it. It’s essential to your own prospecting success that you view salespeople from a neutral position. Here’s the how and why.
Our success is directly tied to bringing in new business, yet so many advisors dread prospecting activities. Get out of your own way with these steps that reduce resistance and unlock enthusiasm for this all-important aspect of your work.
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