How to Write an Elevator Speech — Crafting Your Identity
Most of us are backward. When given the ideal opportunity to engage a potential client we often end up muttering under our breath and fumbling a golden opportunity to connect in a meaningful way. Too...
View Article24 Tight, Tactful and Telling Elevator Statements
Do you want a quick, attention-getting way to describe what you do? How do people know what you do? You don’t wear a label they can read to know what you do, and if you let them make up their own minds...
View ArticleFinancial Advisor Seminars, Best Practices
For many Financial Advisors, putting on a seminar is daunting yet presenting a seminar should be easy. Attendees should sense a relaxed atmosphere; be surrounded by a comfortable, interested audience;...
View Article3 Sales Follow-Up Strategies to Replace “Touching Base” [With Examples]
MARTY’S QUESTION: You often mention that it’s bad to follow up with prospects by saying, “I’m just touching base.” I’m struggling to find a decent alternative. What do you recommend? MY ANSWER: It’s...
View ArticlePicture-Bites Close Business Faster
In a world of too much information, too many similar sounding competitors, and increasingly shorter and shorter client attentions spans, skill at using picture bites can make the critical difference...
View ArticleSelling Life Insurance is an Art and a Science…
Five important lessons I would like to share with regards to selling life insurance: Successful sales is a combination of art and science People buy what they want, but they must be “sold” what they...
View ArticleTips For Creating A Great Client Relationship
Q. I want to make my clients feel special and appreciated. How can I accomplish this during the sales process? I believe strongly in making sure that my prospects and clients know that I really care...
View ArticleHow You Present Yourself Matters
I worked on the Jersey Shore over the weekend helping people that lost their homes (or had serious damage) clean the mess thanks to Hurricane Sandy. I worked with a team of 10 friends as we helped the...
View ArticleThe Key to Building Real Value [Examples Included]
You hear it all the time – if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have...
View ArticleDon’t Say That, Say This! [Examples Included]
Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you’ll have more success. But if you don’t learn and use the right...
View ArticleHelping Clients Teach Their Children About Finances
As trusted financial planners we take good care of our adult clients through holistic long-term financial planning while building strong relationships. In addition, there are many of us delivering...
View ArticleTurn over Client Objections with the Value Formula
It’s a natural impulse to argue or justify against an opposing viewpoint when confronted with an objection. A defensive posture does little to build strong client relationships or successfully...
View ArticleComprehensive Planning Also Discusses LTCi
Although Americans are living longer lives, they aren’t necessarily healthier in those later years. In fact, it’s more than likely many, your clients included, will require some hands-on care or...
View ArticleMost Sales Trainers Have it Wrong
Let’s face it, the ‘Old Style Sales Techniques’ that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind...
View ArticleSales Managers – Measure What Matters Most!
If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports....
View Article5 Steps to Making Appointments Stick
Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of the meeting. Actually, there is something more frustrating:...
View Article5 Novel Cold Calling Openings
I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I’ve been...
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make...
View ArticleHelping Clients Teach Their Children About Finances
As trusted financial planners we take good care of our adult clients through holistic long-term financial planning while building strong relationships. In addition, there are many of us delivering...
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