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…
When your MSP is well-established and you have fleshed out your ideal prospect – meaning that you have moved beyond taking any and all business…
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…
Any conversation between two people is compromised of four voices. This is a bit like playing the cards as well as the player, but the…
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…