First, find your client’s dark corners. Now... find a way out. Identify and illuminate the problem that we can solve; challenging our prospect to look…
This webinar can help you to quickly identify and correct common sales missteps to make your next sales appointment more effective and potentially more profitable.
John and Dan are back with a sales insight that many advisors desperately need. If you follow the traditional proposal process, you give your clients…
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…