Always be closing? The end of selling
Financial advisers should be explaining how they can help clients, rather than pushing products on them.
On a recent flight I watched a movie I'd seen decades earlier and marveled at how life has changed. The cult classic "Glengarry Glen Ross," based on David Mamet's Pulitzer Prize-winning play of the same name, is the poster child for the ugly underbelly of selling. And no moment is more illustrative
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