Sales Cycle Mastery
In order to get to
WHERE YOU WANT TO GO
you need to give up
WHAT GOT YOU TO WHERE YOU ARE.
~ Jim Effner ~
The Approach: Here’s How To Open New Client Meetings
Before you begin a fact finder interview, you want to open the meeting by describing to the client what you do. This is known as the approach.
What Are Your New Clients Thinking?
The success of a new client meeting is often determined in the first 10 minutes. See how to create real excitement about the opportunity to work with you.
Loose Ends Lose Clients – How To Close A Fact Finder
If you don’t close a fact finder with intentionality, the likelihood of your prospect becoming a client is greatly reduced. Here's how to end the meeting.
Four Timeless Lessons From My Early Years In Financial Services
I am often asked how I became successful in my financial services career. While there is no magic bullet, here are four timeless lessons.
Beyond the Numbers: Understanding Your Client’s Story
Fact finding requires gathering key financial data from your prospects. It also means taking the time to understand the story beyond the numbers.
The Mental Game of Prospecting
The key to prospecting is all about generating high quality referrals – this means asking for them on a consistent basis and mastering the mental game.
Overcoming “No” – Handle Phoning Objections Like A Pro
When you’re phoning for new client meetings, handling objections is an essential skill. When you master your ability to respond to objections in a confident, professional manner, phoning will become
The Simple Keys To Phoning For New Client Meetings
There is both a science and an art to phoning for new client meetings. The science is in the predictability of your ratios – how many dials it takes to
When It Comes To Time Management – Think Like A Surgeon
Most reps have never been trained how to effectively manage their time. Learn proven strategies to create an ideal calendar and maximize efficiency.
Think You Don’t Have To Prospect? Think Again.
Why do you prospect? It’s a simple question that does not always have a simple answer, especially as you achieve success and the need for prospecting is not as readily
Sales Cycle Mastery