Video Training

Webinar: How to Discuss Budget with a Prospect

Filed in Video Training, Webinars by on December 13, 2017 0 Comments
Webinar: How to Discuss Budget with a Prospect

How do you discuss all-things budget with a prospect in a way that actually drives the sale forward? John Pojeta and Dan Hudock walk through the ins and out of this phase and give you tools and processes for your next meeting. Watch the video to learn more.

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Webinar: Decision Making the Who and the How

Filed in Video Training, Webinars by on December 13, 2017 0 Comments
Webinar: Decision Making the Who and the How

In this exclusive webinar, John Pojeta and Dan Hudock tackles the sometimes strange challenge of decision makers. In a B2B sale, early meetings rarely include everyone who would be involved in the choice to work with you. By addressing decision makers strategically, you can maintain control of the sale and avoid a number of pitfalls. Watch the video to learn more.

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Sales Roleplay: Discussing Budget

Sales Roleplay: Discussing Budget

Budget can be a sensitive subject, and in the hands of a skilled salesperson, a conversation about budget goes beyond simple dollars and cents. In the budget phase, you also want to identify as many potential obstacles and roadblocks as you can so that you can effectively address them. Watch the video with John Pojeta and Dan Hudock to learn more.

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Webinar: How to Develop Pain Without Being One

Filed in Video Training, Webinars by on December 5, 2017 0 Comments
Webinar: How to Develop Pain Without Being One

This recorded webinar tackles a common challenge for advisors: Establishing the need for your service without offending or spooking a prospect. This early stage of the sales process may be delicate, but it is a critical opportunity for you learn about the prospect’s business and to plant seeds of interest. Watch the video with John Pojeta and Dan Hudock to learn more.

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Sales Roleplay: Decision Makers

Sales Roleplay: Decision Makers

This sales roleplay walks through an example of how you can effective guide an early sales conversation to address decision makers. You may need to win-over more people than ever your prospect is aware of initially. Identifying those individuals early equips you to maintain control of the sale and to address their individual needs. Watch the video with John Pojeta and Dan Hudock to learn more.

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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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