SALES TIP OF THE MONTH – THINK LIKE A ROOKIE

By Cliff Kiel, Purchasing Power’s VP of Channel Management. Connect:  

In his Benefits Selling column a few months ago, sales trainer and motivator Brian Hicks told a great story about rookies. He said he once had a new agent on his team who landed a huge group just two doors down from the regional sales office. The veteran agents were shocked and peeved. They demanded to know how she had landed this big account when everyone knew it was a waste of time to call on them because the HR lady had been saying no for years.

“Oh. I didn’t know that,

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