professional sales process

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…

It may seem an obvious question; but what is value in the eyes of your prospective clients? Value can be determined by any individual in any number of ways of course, and what is valuable…

Maintaining consistent production of new revenue isn’t quite a formula – it’s a process thankfully. The process for continual positive performance is actually relatively straightforward and anybody can understand it and anybody can use it…