Training

10 Secrets to Succeeding in Cold Appointments

10 Secrets to Succeeding in Cold Appointments

An appointment setting program can be a valuable source of new business for a producer, but the sales scenario is different from a cold call or a referral. Today, one of our very best “handlers” of our appointments still tells the story of when he started working with his appointment setting program. It begins with […]

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5 Reasons Why You’re Not Converting Prospects to Clients

5 Reasons Why You’re Not Converting Prospects to Clients

Ever find yourself in this scenario? You just met with a hot prospect who seemed eager and interested in learning about your product offerings—in fact, you were 99.9% sure you were on a path towards landed a new client. And why not? Your meeting went great. It was a slam dunk. Or so it seemed. […]

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The 30-Second Commercial

Filed in Training, Video Training by on August 11, 2013 0 Comments
The 30-Second Commercial

In this exclusive client training video, Dan Hudock explains the value of using a “30-second commercial” in the final phase of the sales process to bookend the sales conversation in such a way that the value you bring is re-emphasized and clearly defined. Watch the video to learn more.

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The Two-Minute Drill

Filed in Training, Video Training by on August 11, 2013 0 Comments
The Two-Minute Drill

The two-minute drill is designed to reveal who you and your prospect are as people, stepping briefly away from the business talk to add a deeper dimension to the sales conversation. While this might not seem relevant to the sale itself, it can humanize you and create another opportunity for a connection. Learn more about […]

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Business Philosophies

Filed in Training, Video Training by on August 11, 2013 0 Comments
Business Philosophies

In this phase of the sale process, our sales trainer Dan Hudock talks about how exploring business philosophies can help you find common ground with a prospect. By having this conversation, the sales process becomes less of a pitch and more of a conversation between equals trying to determine mutual fit, which in turn opens […]

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Upfront Agreements

Filed in Training, Video Training by on August 11, 2013 0 Comments
Upfront Agreements

As our sales trainer Dan Hudock explains it, upfront agreements are an opportunity to bring down the walls between you and the buyer. By setting the expectations for the meeting and being clear about how the meeting will conclude, you can increase the comfort-level of your prospect and foster a more natural dialog. This client-exclusive […]

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Black Bag Questions

Filed in Training, Video Training by on August 10, 2013 0 Comments
Black Bag Questions

In this client-exclusive training video, our sales trainer Dan Hudock talks about how to break the ice at the beginning of a sales conversation, gently probing to determine if your prospect is interested in small talk or business talk. These “black bag” questions can make it easier to begin a conversation with a business owner […]

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