“Faced with the task of persuading advisors to do what we want (sell our product), most of us expect, and often encounter, resistance.
We see the advisor as an adversary and might resort to coercion or manipulation in order to get our way.
Dear Wholesalers, It’s Not About You – Bob Burg
Years ago there was a running joke that I had with a friend in our business.
As we would sit and catch up, both excited to share the events of the day/week, one of us would finish speaking and then look at the other and say, “But enough about me, let’s talk about me!”
And sometimes wholesalers, in fact all sales professionals, are guilty of a misguided focus.