SALES PRO INSIDER BLOG
Outcomes Matter: Cut the Sequels, Prequels, and Plot Twists To Focus on Decisions
Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a book jacket cover, a movie trailer, or a friend’s recommendation. We make these decisions and invest hours of our time based on pointed, direct information. Yet when we get into situations...
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Don’t Let Bernie Madoff Keep YOU from Helping More Clients
Let’s talk about trust. Trust is an intangible, and crucially important, aspect of any buying and selling relationship. Why is it so important? Because trust is what allows a prospective client to feel comfortable moving forward in working with you. The Buyer and Seller in Financial Relationships If you’re in a financial service role, you...
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How to Feel Better about Prospect Follow-Up
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly...
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Easy Listening…Succeed Without Being Salesy
Creating content…friend or foe? For anyone focused on spreading a message, educating potential prospects, and wanting to build their brand, content is both! Sometimes it’s a chore. AND sometimes it’s exhilarating and reminds me why I make the time to share information, observations, and resources. I recently enjoyed my time as a guest on two...
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The Cure for Professional Loneliness
You’ve probably never heard the term professional loneliness, but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. There isn’t someone to roll your office chair over to share an idea, question, or frustration. There isn’t someone to provide on-the-spot feedback. Or...
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Want to Be Better? It’s About Time…
What do you want to do differently? Do you want to: Create more outreach to new clients? Build better COI relationships? Update your CRM more regularly? Complete your follow up notes after meetings within 24 hours Do you want to be a better advisor? A better parent, spouse, or friend? The Power of Habits Doing those things differently means...
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Do You Think Like a Winner?
Winners: people at the top of their game, successful, productive, and moving forward. Who doesn’t want to be a winner? These are the people who get respect and admiration from others. But what does it take for YOU to be a winner in what is most important to YOU? Some people think winners are just lucky. But most winners know that it’s like the...
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3 Reasons You’re Not Converting #3: Your Misuse of Connection
In this final installment of the series 3 Reasons You’re Not Converting like you should, we look at the third major reason behind a lack of conversion. And the 3rd reason, following a misuse of time and a misuse of focus for the conversation, is a misuse of connection. This is an especially timely topic because during a recent Ask Me...
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3 Reasons You’re Not Converting #2: Your Misuse of Focus
In your first meeting with prospective clients, who and what are you focused on? Is your focus on the right person and the right topic to help you provide that person what they need to confidently take the next step in your process? This is the next installment of the series: 3 Reasons You’re Not Converting like you should. In the previous...
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3 Reasons You’re Not Converting #1: Your Misuse of Time
I need to be efficient with my time. I don’t want to waste time with people that aren’t going to go anywhere. Those are two statements I hear from financial pros when they’re talking about their selling efforts and sales process. In this installment of the 3 Reasons You’re Not Converting like you should series, I share the...
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