Avoiding objections is stupid: 4 ways to seek out the objections you DON’T want...

Rejection hurts, so most salespeople try to avoid it for as long as possible. It's far smarter to bring objections to the surface as early as possible. Sales acceleration specialist Jeb Blount offers a few powerful tactics to help you do so.

Strategic changes for closing more sales

New demands and expectations from clients and prospects call for strategic changes to keep up, stay relevant and close more sales. This article offers five needed changes largely on how you present yourself and how you relate to customers.

10 ways to protect your business from Internet vigilantes

Facebook teems with people angry about their bad restaurant meals or a fellow citizen’s sloppy driving. Before the advent of social media, they may...

6 ethical lessons from America’s worst financial advisors

Financial rogues continue to plague the elderly, the financially naïve, and the gullible. What else is new? But ThinkAdvisor’s latest survey of America’s worst...

The Science of Temptation: 3 research-based techniques for resisting unethical conduct

The financial services trade press is full of stories about life and health insurance agents and investment advisors who failed to say no. Case in...

Avoiding a reputation mud bath: Why your ethical values should trump expert advice

Financial professionals and agencies operate in a complex environment. That’s why they often hire expert advisors to help them make good decisions. For example,...

Personal finance journalism: Meeting the challenge of “expert” bias

How many times have you read a personal finance article in a major magazine or newspaper and tossed it on the table in disappointment....

Blowing the whistle on fraudsters: What’s your ethical duty?

For just about every financial scam that comes to light, we’re willing to bet the following is true: The telltale fraud signs were visible...

The Perils of Puffery: Guidance on Plagiarism and Ghostwriting

If your marketing brochure claimed you were the best financial advisor in America, few people would believe you, since there’s no practical way to...

Trust’s poison pill: Why conflicts of interest are an advisor’s worst medicine

If client trust is the nutrient that builds healthy financial-services careers, then conflicts of interest are the poison that kills them. Financial manufacturers have...