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…
Some salespeople are “naturals.” They can walk into a room, capture the attention of everyone present, and leave a few hours later with a stack…
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…
How do you discuss all-things budget with a prospect in a way that actually drives the sale forward? John Pojeta and Dan Hudock walk through…
In this exclusive webinar, John Pojeta and Dan Hudock tackles the sometimes strange challenge of decision makers. In a B2B sale, early meetings rarely include…
Budget can be a sensitive subject, and in the hands of a skilled salesperson, a conversation about budget goes beyond simple dollars and cents. In…
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…
The prevailing sales wisdom suggests that face-to-face interactions are best. The personal element of sales is best in person, so we should do our best to…