John Graham
PrincipalGraham is a marketing and sales strategist-consultant and business writer. He publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Reach him at (617) 774-9759.
Graham is a marketing and sales strategist-consultant and business writer. He publishes a free monthly eBulletin, “No Nonsense Marketing & Sales Ideas.” Reach him at (617) 774-9759.
Knowing where to focus is the key to successful selling in the benefits business, according to John Graham.
It’s in a broker’s best interest to align their performance with employer expectations, says John Graham.
Commentary: As most salespeople know, moving forward is tough, but changing behavior can help knock down obstacles. Here are eight ideas to get the wheels moving in the right direction.
Commentary: To avoid turning employers off, focus on the 1%, the essence of the clients message, says John Graham.
Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, were salespeople.
Commentary: Many first impressions crash and burn because people are trying to present themselves as something theyre not. Here are four ways to avoid that fate.
Commentary: More often than not, misreading customers causes them to look elsewhere. It doesnt need to happen, says sales expert John Graham.
Commentary: Many salespeople who do everything right underperform. With so much focus on personal qualities and skills, the sales process doesnt get the attention it deserves.
Commentary: Small things get big in a customers mind, and the next thing you know, the customer is gone for good.
Commentary: Our minds tell us were on the right track, that weve got a winner. Unfortunately, we dont even know weve been tricked and it all results in costly and embarrassing missed opportunities, says sales expert John Graham.