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SALES CONVERSATIONS

The Only Sales Tip Financial Advisors Really Need

by Nancy Bleeke | Mar 2, 2022

Don’t you wish there were a big red “Easy” button that would make all your selling efforts more efficient and productive? Well, there is! All your prospect meetings will be easier when you adjust your mindset to focus on the things that really matter to THEM! Your Easy Button Is: “What’s in it for Them?” Instead of “Easy”...

Creating Your Roadmap for Sales Success: Practicalities for Using Your Sales Process – Episode 5

by Nancy Bleeke | Feb 17, 2022

While GPS navigation systems have largely made paper roadmaps obsolete for physical journeys, a roadmap for reaching the destination of success in converting clients is still very relevant. That’s what this series on Creating Your Roadmap for Sales Success has been all about: To help you create your sales roadmap so that you can move more of...

Creating Your Roadmap for Sales Success: Surprising Hidden Benefits – Episode 4

by Nancy Bleeke | Feb 2, 2022

Do you like surprises? Many people claim they don’t, and yet when something unexpected and good happens it still provides a much-appreciated life lift. That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales...

Creating Your Roadmap for Sales Success: Components for Repeatable Success – Episode 3

by Nancy Bleeke | Jan 20, 2022

Despite having a GPS or a physical map, have you ever found yourself on your way to a destination only to get detoured or realize you must make a U-turn to get back on track? Or maybe once you arrive, realize that you forgot items you were supposed to have with you—like that casserole you made and left in the oven for a gathering. This has...

Creating Your Roadmap for Sales Success: Staging Your Sales Process – Episode 2

by Nancy Bleeke | Jan 6, 2022

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the...

Creating Your Roadmap for Sales Success Episode 1: The What and Why of Your Sales Process

by Nancy Bleeke | Dec 16, 2021

With today’s powerful GPS software, most of us no longer get to experience the thrill of trying to find a path to get where we’re going, whether it be by foot or vehicle. Nope, instead powerful GPS navigation takes out that second guessing and efficiently moves us from Point A to Point B. Of course, the downside to that is that we...

With Gratitude…

by Nancy Bleeke | Nov 23, 2021

This time of year is a highlight for me. Everyone pauses for a bit to be grateful. To be thankful. To show appreciation. Every year I think, “With everything going on, THIS is the year I am most thankful.” But then I feel even more grateful the next year! The entire Sales Pro Insider team is thankful for our time with you and your attention in...

From Process to Playbook Your Small Business Sales System

by Nancy Bleeke | Oct 28, 2021

Some people love systems; others don’t. Yet systems drive everything from our bodies to our businesses. Smart business owners set up all kinds of systems to gain efficiencies in core functions such as product/service delivery, accounting, procurement, etc. Yet many don’t take the same approach for their sales function. Instead they follow a few...

5 Key Ways to Get More Leads from Your Trigger Offers

by Nancy Bleeke | Oct 12, 2021

Trigger events. Those events that trigger something that is changing, has changed unexpectedly, or may need to change soon also trigger some sort of emotional reaction for people! And those emotions create an opportunity for you to connect to people you already know and leverage those existing relationships into opportunities to meet new people....

The Offer You Must Make TODAY to Work with More Clients TOMORROW

by Nancy Bleeke | Sep 28, 2021

Do you have capacity to help more people? Most advisors do. Yet they get stuck in the “How do I get in front of more people?” conundrum. The good news is that TODAY is a fantastic opportunity to add more value to existing relationships so you can start new relationships. Similar to the beginning of the pandemic, the recent proposed tax law...