A Yes or a No is Better than a Maybe
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 haven’t [...]
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 [...]
How to Build Your Ideal Client Profile
When you are prospecting you want to have a target market. Beyond that, you want to have a specific niche. Within the niche, you want [...]
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 [...]
Conversation Exit Plan
It can be an awkward moment for you at a networking event. You want to move on, but aren’t sure how to make a graceful [...]
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 [...]
Some Will, Some Won’t, So What… Next
When you are making calls, you are going to run into a wide variety of gatekeepers and prospects and some are going to be easy [...]
Don’t Get Bitter, Get Better!
Rejection can be tough to take and it can have an impact on our attitude. You can get frustrated, take things personally, or even get [...]
Sales Huddles
Teams from all disciplines rely on huddles: medicine, manufacturing, athletics, software development, financial services, and the military, to name a just a few. In sales [...]
The Bathroom Talk
Working on a straight commission for 35 years there have been some bad days, bad weeks, and sales slumps, some that resulted in too much [...]