Today’s Monday Morning features Risk Management consultant Rob Ekern who explains how the selling process, especially on commercial accounts, has evolved into a fact of life THAT agents need to understand the buyer’s sense of urgency. He shows how selling has changed from “persuasion” to “outcome” and how more successful salespeople learn to manage expectations of the buyer’s time-lines. As usual, Rob suggests specific solutions that will arm you with the practical tools to meet and exceed the “urgency factor”.