Sales Productivity - Sales Pro Insider

SALES PRODUCTIVITY

Unlock Higher Conversions: The Power of Personal Prospect Conversations

by Nancy Bleeke Noël | Nov 30, 2023

“Let’s get personal.” Two words that no prospective client is going to say. But “personal” — or a lack of it — is what I see as a barrier to higher conversions for advisors who provide a very personal service. The Dangers of Depersonalization in Sales Conversations What do I mean? “Depersonalized” sales conversation and explanations of what...

Preparing to Convert: The BIG Miss You Might Make – Part 2

by Nancy Bleeke Noël | Nov 15, 2023

“Measure twice, cut once.” That’s how I started the first article in this two-part series about the most boring habit. And it’s the ONE key habit you should develop to have better sales conversations and success. “Measure twice, cut once.” This adage is about preparation, and when it comes to preparation for sales conversations there are two...

Preparing to Convert: The BIG Miss You Might Make

by Nancy Bleeke Noël | Nov 8, 2023

Spoiler alert: In this article, I’m going to focus on a topic that many people consider boring. Because of that you may want to close it out and watch more rescue dog videos (oh, maybe that’s just me). I encourage you to keep reading and not look away because what I’m discussing today is one of the key ways to increase the probability of...

Sales Objections? Move from Concerns to Conversions

by Nancy Bleeke Noël | Oct 18, 2023

“You get what you’re looking for.” It’s just one of dozens of “Jeanette-isms” I heard from my mom when growing up. And now as an adult, I can see how true this statement is. We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced...

Crafting the “Just Right” Conversation…Like Goldilocks?

by Nancy Bleeke Noël | Oct 4, 2023

Do you remember the story of Goldilocks and the Three Bears? Goldliocks was a little girl who entered the bears’ home while they weren’t there. Then, seeking to fit in and feel like she was at home, she tried their porridge, their chairs, and even their beds. She ended up falling asleep because she was so comfortable and felt peaceful....

Are You Blocking Your Own Success?

by Nancy Bleeke Noël | Sep 20, 2023

What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? What stands in the way of you working with the people who you want to serve? What stands in the way of you earning the income necessary for yourself and your family?...

Stop Killing Your Sales Opportunity by Saying These 2 Words – Part 2

by Nancy Bleeke Noël | Aug 18, 2023

“But why?” The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Why? That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Stop, Drop, and Roll through Sales Concerns and Objections When someone...

Stop Killing Your Sales Opportunity by Saying These 2 Words – Part 1

by Nancy Bleeke Noël | Aug 16, 2023

But why? Two words you should not use when a prospect has a concern, objection, or has shared their decision with you. But why? Two words that create a defensive reaction from the person that you’re speaking with. But why? Two words that stop your chance of collaboration and an open conversation. The Why Behind the But Why Caution for Sales...

Want to Stop the Prospect Stalls? Don’t Do THIS in Your Sales Conversations

by Nancy Bleeke Noël | Aug 2, 2023

You know you’re supposed to ask questions during your prospect conversations, and yet you may wonder… “What questions should I ask?” “Is there a number of questions I should ask?” “Is there an order to which I should ask them?” Those are all good questions for you to think about. Yet these aren’t the questions that will allow you to get the...

Stop Prospect Confusion and Overwhelm to Convert More

by Nancy Bleeke Noël | Jul 12, 2023

Confused and overwhelmed prospects don’t make decisions. Prospects won’t take the next step or make any commitments when they aren’t clear on what matters most. Instead, they stall, hide, and avoid you whenever they can. That’s why we must do everything we can to make sure our prospects aren’t confused or overwhelmed. Confused Buyers...