SALES PRO INSIDER BLOG
Are You Blocking Your Own Success?
What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? What stands in the way of you working with the people who you want to serve? What stands in the way of you earning the income necessary for yourself and your family?...
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Stop Killing Your Sales Opportunity by Saying These 2 Words – Part 2
“But why?” The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Why? That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Stop, Drop, and Roll through Sales Concerns and Objections When someone...
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Stop Killing Your Sales Opportunity by Saying These 2 Words – Part 1
But why? Two words you should not use when a prospect has a concern, objection, or has shared their decision with you. But why? Two words that create a defensive reaction from the person that you’re speaking with. But why? Two words that stop your chance of collaboration and an open conversation. The Why Behind the But Why Caution for Sales...
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Want to Stop the Prospect Stalls? Don’t Do THIS in Your Sales Conversations
You know you’re supposed to ask questions during your prospect conversations, and yet you may wonder… “What questions should I ask?” “Is there a number of questions I should ask?” “Is there an order to which I should ask them?” Those are all good questions for you to think about. Yet these aren’t the questions that will allow you to get the...
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Stop Prospect Confusion and Overwhelm to Convert More
Confused and overwhelmed prospects don’t make decisions. Prospects won’t take the next step or make any commitments when they aren’t clear on what matters most. Instead, they stall, hide, and avoid you whenever they can. That’s why we must do everything we can to make sure our prospects aren’t confused or overwhelmed. Confused Buyers...
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Want Faster Conversions? Include All Prospects Early and Often
Virtual prospect meetings became mainstream in 2020 because we didn’t have a choice. Yet, while they were forced, there seemed to be a “magic” to these virtual sales meetings because we no longer had to travel, only had to focus on our appearance from the waist up, and could work with anyone anywhere! That’s why virtual meetings stuck....
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The Art of Asking: How to Unlock Hidden Concerns and Objections
I object! It’s the climax of many TV courtroom dramas, and it’s often the turning point of the story. It surfaces the truth or redirects the focus to information that is helpful or relevant. Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges,...
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Think You’re Ready for Your Next Prospect Meeting? Watch This First
Have you noticed that converting referred prospects is easier than converting colder prospects? Well, of course! And why is that? Because they’re more ready to trust you and they know that other people trust you. And so, they move along faster to decision. Fortunately, you can help colder prospects, who come in from other sources, be more ready...
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Quarterback or Navigator: Best Analogy for Financial Advisors?
Since moving from Wisconsin to southern Florida, I have had the privilege of watching many rockets launch from my patio. As I searched the sky at 4:30 a.m., it struck me that I never know what part of the sky to watch because each time they head off in different directions. And while we are enthralled with the launch, those rockets have a...
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Premature Proposals Promote Passive Prospects
While the title is a tongue twister…it’s also so true! Premature anything in our selling efforts is a BAD practice. Unfortunately, passive prospects who stall, stop answering messages, reschedule…and then reschedule again, are the output of prematurely “sending something” after what appeared to be good conversations. Why Do Advisors Send...
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