When we’re on the sales side of the conversation, it’s our responsibility to cut through the white lies and reach the truth. Fortunately, there are…
If you take these three changes to heart and apply them to your business, what we covered here in a few brief paragraphs can have…
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…
In our work with Pacific Life advisors, we see a consistent theme: Their time to prospect is often limited by the size of their current…
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…