Three Steps to Get Better at Handling Objections
In my first two weeks in sales my manager told me to write down every objection that I got from prospects that blocked me from [...]
Remember Your First Script? Here is Mine: The Coffee Talk
My second day in sales my manager gave me my first script, which was called the coffee talk. We practiced the coffee talk, over and [...]
Most Sales People Resist Tracking Their Activity Here Are Ten Reasons Why You Should
I was always looking for ways to get and stay motivated so one day I decided to reverse engineer my prospecting numbers to determine exactly [...]
Ten Common Pitfalls for Newer Financial Advisors and How to Avoid Them
Having trained and coached over 20,000 three year and under Financial Advisors in the last 20 years, there are too many pitfalls to try to [...]
Get Up NOW!
When the alarm goes off are you battling mind over mattress? Whether or not to stay in bed and dream or get out of bed [...]
A Yes or a No is Better than a Maybe: Four Strategies for a Stalled Sale
So, let’s assume you have taken a prospect through your sales process, it has lasted the length your normal sales cycle and they still [...]
Selling Is a Numbers Game and in Order to Win, Pick up the Phone and Dial it Again
My sales manager walked through the bullpen one morning chanting “selling is a numbers game and in order to win, pick up the phone [...]
Why Tracking Your Prospecting Activity is Motivating
While doing my prospecting activities to achieve my goals, I always had a scorecard on my desk, right in front of me. After every prospecting [...]
The Single Most Important Element in Your Prospecting Mindset
The last four letters in the word enthusiasm are IASM – “I am sold myself.” When you are sold on what you sell, it makes [...]
How Positive Self-Talk Helps You Achieve Your Daily Goals
Remember from my previous blog that I had a specific daily prospecting goal to achieve? Before I saw that goal, self-talk was triggered when the [...]