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.
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.
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 have ... Read more
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 advisors ... Read more
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 ... Read more
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, they ... Read more
How many times have you read a personal finance article in a major magazine or newspaper and tossed it on the table in disappointment. Or ... Read more
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 to ... Read more
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 compare ... Read more