We will explore how to get the buyer to be truthful about the current relationship and approaches to starting a prudent process with the prospect,…
John will interview Dan to discuss techniques used on the first appointment to increase your number of second meetings. From how to open the meeting…
In this phase of the sale process, our sales trainer Dan Hudock talks about how exploring business philosophies can help you find common ground with…
The two-minute drill is designed to reveal who you and your prospect are as people, stepping briefly away from the business talk to add a…
These “black bag” questions can make it easier to begin a conversation with a business owner and transition more naturally into the later stages of…
By setting the expectations for the meeting and being clear about how the meeting will conclude, you can increase the comfort-level of your prospect and…
In this exclusive client training video, Dan Hudock explains the value of using a “30-second commercial” in the final phase of the sales process to…
Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become a defining moment for a relationship or prevent a small…
I was at a conference once, and the speaker there—Don Barden (author of the Perfect Plan)—talked about the key factor that separates the top 1% of advisors from the…