You should be asking for the next meeting in 90 percent of your appointments, with the remaining 10 percent being unique sales circumstances or the…
If your sales process does not address the way your competitors engage prospects or if your sale sounds like every other pitch, you will struggle…
Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the outside, the mega-hit businesses or…
Approaching sales with an open mind can be deceptively difficult. After all, most advisors would consider themselves open-minded individuals. If we don’t address the subtle…
John and Dan talk through this sales reality and explore practical, field-tested techniques so that you can directly tackle the obstacle and move the prospect…
Early on in the growth of your business, the wins can often come quickly and easily. Unseating the incumbent should become a regular part of…
The first few moments of a meeting could make or break the rest of the sale, and you might not even realize what you are…
Advisors, in some cases, can overlook the potential return of meeting a prospect who does not quickly become a client, especially in the life insurance…
In this webinar, Dan and John explore the balance between being assertive and being pushy and talk in practical terms about how challenge your prospect…