SALES PRO INSIDER BLOG
Finding the Right “Touch” for Lead Generation
Do you need to grow the number of prospects or leads at the top of your funnel? Most businesses do. And there are many ways of yielding potential buyers. It’s like my need for fresh vegetables…I want them fresh and have more than one way to get them. I’m a regular Saturday morning farmer’s market kind of girl. Wisconsin in the summer and Florida...
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Mindset Matters: Why You Must Slay Your Mental Monsters
When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is...
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Preparation Is Your Key to Powerful Sales Performance
Preparation Promotes Powerful Performance It’s a tongue twister and yet there’s a lot of depth in that statement. It got me thinking about when my daughter tried out for a competitive dance team. After a week of workouts, she was the only person “cut” before the season started. She was dismayed…for about 36 hours… and then she declared, “Mom, can...
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Working Through Objections with Stop Drop and Roll
Working Through Objections Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. What’s great about how “stuck” that is in our minds is that it’s also a powerful approach when we feel under fire when faced with an objection in a sales...
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Calling All Heroes
Calling All Heroes With the success of the Marvel movies this year, it seems heroes are “in” – I suppose they weren’t ever really out…but there is heightened excitement around superheroes! In your role as an “expert” – whether as a financial advisor, an accountant, an attorney, a lender, an industrial supply salesperson, or a software solutions...
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“Sales” Isn’t a Dirty Word
“Sales” Is Not a Dirty Word I had a very strict Catholic mother and any swear word uttered by me or one of my 5 siblings was quickly followed by the taste of a bar of soap she put in our mouth. I share this because I know dirty words are bad…and lead to distasteful consequences. But the word “sales” is not one of those words! Perceptions about...
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How Many Follow-Ups Does It Really Take?
How Many Follow-Ups Does It Really Take? At the risk of aging myself, there used to be a commercial for Tootsie Pop suckers in which a young child asks the wise owl, “How many licks does it to take to get to the center of a Tootsie Pop?” It was a set up to the premise that no one really ever knew because the lollipop was soo good people “bit”...
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Why You Must Date Your COIs to Earn Referrals
Why You Must Date Your COIs to Earn Referrals Have you heard of the show Married at First Sight? The premise is that “experts” set up arranged marriages and the couples meet at the altar. Then for 8 weeks they must figure out whether they want to build a life with this person or get a divorce. And only 6 of 25 couples have remained together for...
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Look Under That Rock to Find COIs and Referrals
Look Under That Rock to Find COIs and Referrals In your search for viable leads or prospects, you’ve probably heard this wise advice: “Build relationships with centers of influence – or COIs to gain a big referral source.” And yet in my 20+ years of working with financial advisors, I hear more disappointment in the results of these efforts than...
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Sales Not Up to Snuff? Is the Problem Lead Gen or Lead Conversion?
Wonder why your sales aren’t up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? It’s an age-old business question like the chicken and the egg (which did come first?). The question then becomes: If my firm isn’t growing as desired, where should I...
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