Modern Sellers leverage these three critical traits in creating deeper connections with their prospects and customers. These traits are being leveraged by Sellers to effectively differentiate, deliver a top notch customer experience and win more business. Dan walks us through a new book by Ted McGrath, "Never Be Closing" and his fresh and unique approach to Sales which touches on some of this new philosophy.

Admiration- do you know your prospect so well from your research and through your discovery that you actually admire what he or she has accomplished. After all, your prospects want to be respected and liked just as much as you do.

Appreciation-As part of your connection development, do you demonstrate a true understanding of your prospect, an appreciation for what they are working towards? Their goals, visions, dreams? Similarly, are you appreciative of the opportunity to connect and become a valued member of their team-co creating value, co -creating a solution, a plan of action.

Inspiration- Do you inspire prospects and customers to take action? Are they so moved by your understanding of their goals and desires, and your ability to get creative and collaborate, that they are driven to move forward and become a client?