How to Jump Past the Gatekeepers
Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get...
View ArticleListening Equals Closing – 4 Ways to Listen Better
Try this listening exercise the next time you have nothing better to do. Sit back-to-back with someone you know (if you don’t know them it could be weird) and engage in a role play. In the role play,...
View ArticleHow to Write the Perfect Whitepaper for Your Business
Even with a very targeted list, only 10% of people will see an immediate need for what you offer. The other 90% may have a future need, but not right now. So, how do you make sure they are thinking...
View ArticleAchieve More Referrals from a Business Networking Group
I was inspired by a question asked of me by a financial advisor – a top producer at, well, a top producers meeting. (Always best to go to the top.) “I belong to a networking group that has met once a...
View ArticleHelping Clients Teach Their Children About Finances
As trusted financial planners we take good care of our adult clients through holistic long-term financial planning while building strong relationships. In addition, there are many of us delivering...
View ArticleLessons from the NFL on How to Close More Business
The NFL football season is underway. We are several weeks in, and there is still hope for all the teams! Players and coaches are watching game and practice film to find ways to help players get better....
View ArticleCapturing Someone’s Attention While Networking
According to Leil Lowndes in her wonderful book, “How To Talk To Anyone”, you can capture and hold anyone’s attention without saying a word. I picked some of her best body-language techniques from her...
View ArticleThree Ways to Have Better Conversations With Your Prospects or Clients
For years we have assumed that extroverts were better salespeople. Extroverts rule the room. They have no problems meeting new people. They are naturally gifted people in social situations. But what...
View ArticleDeleting the Objection, “Email That to Me!”
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to...
View ArticleRelaxing with Objections Could Double Your Business
What two crises does every sale have? Objections and “the close”. It’s at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis...
View ArticleHandling the Objection –“I Need to Speak With…”
A new year is upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh my gosh, by golly, you’d think they’d...
View ArticleComposing an Elevator Pitch with Punch
The elevator pitch is an essential tool in every salesperson’s toolkit. The exercise of having to clearly and concisely explain what you do to somebody while riding in an elevator with them is...
View Article5 Ways to Better Objection Handling
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I...
View ArticleAttract and Educate Prospects with This Line
Recent buyer research tells us that the number one differentiator between advisors who sell and those that don’t is that sellers “educated me with new ideas”. Educating clients is Number ONE for those...
View ArticleThe Missing Ingredient to Top Performance in Sales
Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales...
View ArticleMeasure the Most Important Metric
If you’re in management, then there are a lot of metrics to choose from. Companies measure all kinds of things these days— the number of phone calls, connect rates, presentations set, leads in the...
View ArticleHow to Handle Paralysis by Analysis
How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too...
View ArticleTurn over Client Objections with the Value Formula
It’s a natural impulse to argue or justify against an opposing viewpoint when confronted with an objection. A defensive posture does little to build strong client relationships or successfully...
View ArticleGenerating All the Annuity Leads You Can
You want more annuity leads. There are lots of places that promise them. Should you buy theirs or pan for prospects on your own? Which annuity lead-generating strategies pay off best? Selling one...
View ArticleA Proven Approach to Handle the “I’m Not Interested” Objection
There has been a lot of talk recently about “objections”, what they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to...
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