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…
Unspoken obstacles are like rocks beneath the surface of the ocean. You might not see them, but they can sink your ship if you do…
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…
Potential customers care about one thing: Will your solutions make them more money? You'd better have that answer down pat before walking in.
This story is one of my all-time favorites, and it illustrates how counterintuitive a sales pipeline sometimes can be. One of our advisor clients specializes…
John and Dan tackle a range of insights from the field to uncover trends in the challenges and obstacles facing PT clients. Since this content…
Sales can feel a lot like a chess game — a careful consideration of the pieces on the board with a thoughtful approach to how you…