Maybe your fears are a sign that something is wrong. Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the...
John Pojeta is back with more ideas about how to turn prospects into clients. If I were to ask you if you have an open mind when you enter a...
It’s never easy to win a customer away from a competitor, but there are a few ways to make the sales process of unseating an incumbent more effective. When your...
Engaging high-value prospects almost always means unseating an incumbent advisor. If your sales process does not strategically address this challenge, the prospect is unlikely to drop their current advisor to...
The most successful sales meetings are conversations where the salesperson listens to understand and quiets their competing inner voices. Sales is a blend of persuasion and negotiation, and most sales...
Sometimes, making sales is about pulling prospects away from your competitors. As your practice matures, winning a sale means that someone has to lose. Early on in the growth of...
The first few moments of a meeting could make or break the rest of the sale, and you might not even realize what you are doing right or what you...
Sometimes, the best prospects are the ones who, originally, got away. The combination of a traditional sales mindset and industry developments—such as the rise of aggregators—can mean that advisors overlook...
After several years of meeting with MSP prospects, you will have likely begun to get a sixth sense for elements of the conversation that are left unsaid but are influencing...
Many advisors are often worried about coming across as pushy in their sales process, which can mean that they back down in places where they should have stood their ground...