This week, we speak with Nelson Griswold, principal of Bottom Line Solutions. He is also a prolific public speaker and columnist whose audiences know him as a thought leader and authority in the area of consultative selling. Griswold is the author of the industry best-seller book, Do or Die.
We begin by discussing the shift that PPACA has brought and why going back to the basics of relationship-based selling is so critically important for today's benefits advisors. We explore the psychology of buying, how people usually listen, and why more questions beats more answers every time. Nelson also discloses the four steps to a sale so successful that the prospect will even close it themselves. Don't miss this episode's advice from one of the leading sales authorities in the industry!
