Blog Survey Results

Our blog survey results are in! Recently, we decided to use our own strategy of asking just a couple of survey questions of our clients to get some feedback ... possibly on how to change course in our direction and serve them better with this blog. … [Continue reading]

Selling Value vs Price

As a sales professional, please realize the difference in selling value vs price. If you are selling a value-based product against a price-based product, trying to compete on price is a recipe for an unfulfilling sales career. People who make … [Continue reading]

7 Ways to Re-Think No / Selling Skills

A big part of your job in sales is to be the person in the company who gets the "no's." My job as your sales coach is to provide you with ways to re-think no. In the English language, the word “no’ can carry many meanings. It would be a … [Continue reading]

The Foundation of a Financial Services Career

The foundation of your financial services career includes your attitude, enthusiasm and goals. You see, you can have all the product knowledge in the world and excellent people skills, but if your attitude is sour and you’re not enthusiastic about … [Continue reading]

Who are you helping? Them? Or yourself?

Before each client contact, ask yourself this: Who are you helping? Them? Or yourself? This means giving yourself a quick attitude check. Are you concerned about your production this month? Or, are you more concerned with whether or not you have the … [Continue reading]

Get Buyers to Answer Their Own Concerns

The most important “do” of addressing concerns is: Get the other person to answer his own objection. That advice may sound tricky to follow, but here’s why it’s so important: You’re trying to persuade your prospect, so he’ll be likely to have … [Continue reading]

Choosing What to Sell

One of the questions I’m asked most often by people who are new to the selling profession is about choosing what to sell. My answer isn’t what they expect. They want me to tell them to work in a specific industry or to sell the latest “hot” product. … [Continue reading]

Guest Post – Amateurs vs Professionals

Wendy Weiss is an author, speaker, sales trainer & coach who recently sent me this article describing the difference between Amateurs and Professionals. I liked it so much, I asked her permission to reprint it here for you. Enjoy! Recently … [Continue reading]

Hearing No is Part of Getting to Yes

Champion sales people understand that hearing no is part of getting to yes. Average sales people let every nuance of the word no strike them like arrows and deflate the rest of their sales presentations. Think about how the following comments by … [Continue reading]

Using Keywords When Prospecting

We use keywords when prospecting on social media sites and when searching for information on potential clients. When we go online to search for anything, we ask questions of our favorite search engines. The search engine uses the words in … [Continue reading]