SALES CONVERSATIONS

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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The Lead Gen Tip Nobody Wants to Hear

Imagine this scenario: A prospective clients contacts you and asks if you’ll start investing their money without providing any context into their larger financial situation, their goals, or any other discussion. Would you do it? Most financial advisors wouldn’t. They would explain to this person that before leading any investments, they first...

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Why Your Clients Think with Their Feelings and What to Do About It

What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet...

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Now is the Perfect Time to Take Imperfect Actions

Warning! The content of this message may be offensive to the perfectionists and OCD folks. Do you want to complicate growing your business, or book of business? If so, strive for perfection! What? Yes…a strive for perfection and getting “everything right” will get in the WAY of having the clients you enjoy working with, achieving a profitable...

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