Last month I talked about expectation setting and I touched on how motivation is based on proper and realistic expectations.  I want to talk a bit more about motivation, and how important setting those proper and realistic expectations are to an employee’s motivation.  Before I continue though, what are the two primary forms of motivation [...]

What is closing?  Let’s define “closing.”  Closing is the act of asking for business once you believe you’ve shown them the appropriate value.  Closing is not the act of “assuming the sale,” asking an if/then question, or other techniques for asking for business.  A technique can be used, but closing should be as simple as [...]