Jim Hinshaw has vast and impressive experience in Residential Service. In thisepisode of Profiles in Prosperity, Jim focuses on what we need to be doingdifferently in sales right now.

• Story telling in the sales process to engage customers
• Emotion and logic
• The six categories of emotions in sales with examples
  • Fear
  • Greed
  • Jealousy
  • Altruism
  • Shame
  • Pride
• How to find great salespeople

In addition to being a great consultant, Jim is an author, and he gives us abrief review of his books:

• Lessons Learned
• The Good Stuff
• Amazing Stories, which includes a story of how Jim's son saved two lives infive minutes.