The Story Sells the Job

After a networking meeting, I was out in the parking lot chatting with my friend Gary Volpe as we were both making our way to our vehicles. The topic of telling our story came up and Gary lit up! "Ken, we have a great salesman who is selling windows for $1,200 each that normally go for $800 each. He sells them at a 65% closing rate. This is insanely good in this industry and probably any industry. But this highly successful salesman had a run of three missed sales in a row. He pu...