SALES CONVERSATIONS

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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The Conversation Opener That Closes Sales

The Conversation Opener That Closes Sales Did you know that the start of your sales conversation has a huge impact on the end of your conversation? Let me illustrate with this example. Last week, I was anxiously awaiting a two-week in the works sales appointment with a service provider for my business. It’s a service I needed. I was excited. He...

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It’s Not Small Talk; It’s Smart Talk

For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue.Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said,...

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The Qualifying Conundrum

No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you. The difference in whether the client will be a good fit or an ill-fit is found in the...

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Stop the Prospect Chase and Follow-up

Most people know who first responders are…those heroes that charge into danger to save the day! In selling efforts, though, we are more likely to run into non-responders. Those prospects who seem to run away from you after a conversation. The non-response reaction starts harmlessly enough. You have a meeting with a prospect that seems to go...

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Don’t Let Your Buyer’s Laziness Stop Your Sale

“Nancy….you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I...

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Why Does Sales Still Get a Bad Rap?

Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh… still in sales?” At first, she impressed me by remembering that I have spent the last 20 years not...

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