professional sales process

Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I…

Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on…

Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just…

Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions and conflicts of interest in financial services. For many…

Sometimes the best thing an adviser can do is admit to themselves that their sales numbers suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The…

There is a first sale that advisers have to make, before they make the sale they want to make. The first sale that has to be made is YOU. Advisers often tell me they are…

To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of…

How do you know if a lead is a real prospect or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete…