As a sales performance coach I am absolutely floored how many veteran sales people still get caught like a Deer in Selling Headlights when they hear an objection.
There should be absolutely no shock when a prospect or client throws an objection your way. You know it’s going to happen. It is just a matter of which objection and when. (more…)
You have no doubt read the articles listing the top reasons clients leave financial advisors. Those reasons include lack of communication, lack of understanding, and not making clients a priority, just to name a few. (more…)
Being thoughtful is a topic I have never written about. I hate to say it, but being thoughtful was never really a topic I incorporated into my training and coaching. Maybe I thought it was assumed, or maybe even too touchy feely. I was wrong. (more…)
Think about your ultimate goal in life? Do you dream of running a marathon? Hitting a specific sales goal? Writing a novel? Now think about what is stopping you from achieving those goals. Have you never run before? Are you afraid of rejection? Unable to get inspired? We all have limits that affect our ability to reach our goals. (more…)
