Understanding Your Potential Client’s Fear When Selling Financial Services

     Think for a moment about what the greatest enemy is to the process of helping people come to a decision that’s truly good for them. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching … [Continue reading]

Selling Fundamentals

Enjoy this 7-minute video on the 7 Fundamentals of Selling. It's an excerpt from my Building Sales Champions training system with over 9 hours of training. CLICK HERE TO VIEW This system is being offered at unbelievable savings through November … [Continue reading]

5 UN-Creative Thoughts About Creativity by Dan Kennedy

Entrepreneurs and marketers are constantly challenged to be creative. But creativity as it is commonly thought of and practiced is sin not virtue, because it is slow and ponderous; because it begins with a blank slate. One of the most profitably … [Continue reading]

Achieving Pro Status in Your Selling Career

You may do everything else masterfully but if you can’t close the sale, you might as well be a professional product demonstrator instead of a salesperson. The real pros in selling have certain skills and habits that make them stand out above … [Continue reading]

Avoiding Awkward Beginnings in Car Sales

When you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to: 1. Like you; 2. Trust you; and 3. Want to listen to you. Those three elements are absolutely necessary in order for them to … [Continue reading]

Activity Breeds Productivity in Automotive Sales

What are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years. Early in my sales career, I … [Continue reading]

In It to Win It Amazon Best Seller

I recently joined a select group of fellow business experts to co-author the book, In It To Win It: The World’s Leading Experts Reveal Their Top Strategies for Winning in Business and in Life! The book was released by CelebrityPress™ - a leading … [Continue reading]

Ten Steps to Professionalism in Sales

professionalism in sales

To demonstrate professionalism in sales, you must truly become dedicated to your craft. A  professional is a person who has dedicated him or herself to a career — regardless of the field. It’s the opposite of an amateur. Professionals also make more … [Continue reading]

The Sales Slump Stops Here

Have you ever gone into an emotional slump? A financial slump? A performance slump? Of course, you have. No matter how good your attitude, and no matter how resolutely you confront your difficulties, there will be days when things do not go … [Continue reading]

How to Eliminate “It costs too much” When Selling Financial Services

After you've met new potential  clients and established rapport with them is the time to qualify them not only as to their needs, but as to their expectations regarding making a financial commitment to their futures. When you establish early on what … [Continue reading]