Video Training

Webinar: Building a Team – Hiring and Training People to Sell

Filed in Video Training, Webinars by on June 22, 2018 0 Comments
Webinar: Building a Team – Hiring and Training People to Sell

In this webinar, we explore the process of building an effective sales team, drawing upon our experiences with our own sales team, the insights we’ve gleaned from our clients around the country

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Webinar: CPA Alliances – How to Structure the Relationship

Filed in Video Training, Webinars by on June 1, 2018 0 Comments
Webinar: CPA Alliances – How to Structure the Relationship

John Pojeta from PT and our guest speaker, Jeff Thompson, from ECA Marketing, to discuss areas such as revenue sharing, unique strategy offers such as distribution solutions, Continuing Professional Education (CPE) Training, and joint marketing efforts.

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Webinar: Attitude and How it Relates to Sales

Filed in Video Training, Webinars by on May 28, 2018 0 Comments
Webinar: Attitude and How it Relates to Sales

In this webinar, Dan and John talk about the part of sales that can dramatically improve or decrease the impact of your sales techniques: Attitude. In their discussion, they breakdown fundamental ideas on attitude and how it relates to sales.

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Webinar: Great Appointments – Why am I Not Closing More?

Filed in Video Training, Webinars by on April 27, 2018 0 Comments
Webinar: Great Appointments – Why am I Not Closing More?

In this webinar, John Pojeta and Dan Hudock talk about the common stumbling blocks advisors face when taking appointments d how they can adjust their sales process to capture more of these unique sales opportunities. This is a must-watch for anyone using appointment setting to build a stronger sales pipeline.

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Webinar: Questioning Skills

Filed in Video Training, Webinars by on April 4, 2018 0 Comments
Webinar: Questioning Skills

In this webinar, Dan and John explore the skills and strategies you need to ask effective questions during your sales process. This approach allows you to develop pain and to learn about your prospect’s potential needs and equips you to cope with potential challenges in the sale.

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Sales Roleplay: How to Close a Meeting

Sales Roleplay: How to Close a Meeting

Dan and John tackle multiple variations of a meeting close, ranging from easy to hard. In this step, we lean on the upfront contract that was established at the top of the meeting but also must be prepared to challenge the prospect if he or she tries to delay or brush off the next meeting.

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Sales Training: Long-Term Prospect Management

Filed in Sales Training Videos, Video Training by on January 27, 2018 0 Comments
Sales Training: Long-Term Prospect Management

Dan and John will set the stage with real PT client examples of how to handle “Not Now.” Watch this webinar to explore ways to stay in front of them and to be Top of Mind when they move from Not Now to Exploring a Change.

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Sales Training: How to Develop Pain

Filed in Sales Training Videos, Video Training by on January 26, 2018 0 Comments
Sales Training: How to Develop Pain

The key in starting a process with any prospect is developing pain in their current behaviors to provide not only motivation for a second appointment, but genuine intrigue and curiosity to learn how you can solve the problems.

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Sales Training: How to Overcome – “I love my broker!”

Filed in Sales Training Videos, Video Training by on January 25, 2018 0 Comments
Sales Training: How to Overcome – “I love my broker!”

We will explore how to get the buyer to be truthful about the current relationship and approaches to starting a prudent process with the prospect, while eliminating having them taking your hard work to the current broker to implement.

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Sales Training: How to Get More Second Meetings

Filed in Sales Training Videos, Video Training by on January 24, 2018 0 Comments
Sales Training: How to Get More Second Meetings

John will interview Dan to discuss techniques used on the first appointment to increase your number of second meetings. From how to open the meeting with an up-front contract, to always asking for the next appointment and everything in between.

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