SALES PRO INSIDER BLOG
3 Reasons YOU’RE Not Converting: The Why of This Series
Are you converting your prospective clients to the next step as often as you want? Or are you having that first interaction, meeting, or conversation, only to realize that prospective client is not committed to taking the next step? Maybe they say they’ll think about it. Or maybe they schedule the next meeting, but then they “reschedule” but...
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Stop Using These 5 Wimpy Words and Close More Sales
Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as...
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COI Relationships: The Sale You Aren’t Making
Are you frustrated or have you abandoned your efforts towards COI (Center of Influence) outreach? I hope not. Too many advisors have. They’ve talked to person after person and received ZERO referrals. Maybe they’ve even made some referrals of their own and yet haven’t received any in return. Why Have COI Relationships? I get the frustration....
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Convert Consistently with Customs and Connections: Final Tribal Types Tips
If you’re selling to others the way that you want to buy – stop it! The way you want to buy doesn’t matter. It’s about how THEY want and need to buy. Strong statement for sure. But that should be the key message that you’ve taken away from this series, Convert Consistently with Customs and Connections. Our ability to adapt to the way a...
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Convert Consistently with Customs and Connections: Meet the Expresser Tribe
As you guide sales conversations with prospects, your job is to help them work through their decision-making process. The conversation is an information exchange that relies on THEM getting what they need, in the way they need it, so they are confident in you and the value they receive. That’s why this series Convert Consistently with Customs and...
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Convert Consistently with Customs and Connections: Meet the Reflecting Tribe
Have you met with prospects who had very specific questions about the what, how, and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is...
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Convert Consistently with Customs and Connections: Meet the Commanding Tribe
You may hear these questions in your sales conversations: Why is that? What does the research show? These are two questions a buyer who is in the Commander Tribal Type may ask during your sales interactions. And they are the focus for this installment of the series: Convert Consistently with Customs and Connections. This is your introduction to...
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Convert Consistently with Customs and Connections: Meet the Achieving Tribe
Meet the Achiever Buying Tribe: How soon? What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. And an introduction to this Achiever Tribe is the focus for this installment of the series: Convert Consistently with Customs and Connections. Introducing the...
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Convert Consistently with Customs and Connections: Buyer Behavior & Tribes
Most of us have realized that there are differences in people’s ways of acting, the information that’s important to them, and the style in which they approach things. And most of us have found ways to work with those differences. But to consistently and efficiently benefit from the “magic” of talking other people’s languages, we need...
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Convert Consistently with Customs and Connections: Series Kickoff
Have you ever considered how the “language” and “customs” of your buyers affects what they need to make a confident decision to move forward with working together? During an eight-country implementation of our sales training course years ago I realized just how important these individual considerations were, especially for the comfort level of...
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