High performance in sales starts when you realize that it’s not about winning, but helping the prospect effectively debate and decide if making a change matters. Danielle Lombardo, a top performer in commercial real estate with Lockton Companies, shares her experience in shifting her traditional sales mindset – focused only on making the sale – to an advisor mindset, to earn the Top Producer of the Year award in 2019.

In this episode, learn the importance of conversation self-awareness, asking questions that help your prospect objectively evaluate change, and how mindset can be used to stay positive under pressure. Danielle shares her journey and process for breaking her own sales mindset. She calls it her “sales detox.”   

 

After You Listen: