…And You Think You Have Difficult Clients!
This story comes directly from the experience of one of our sales training clients.
Names have been withheld to protect the innocent…
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Is .25% Really An Enticement?
A sales challenge just in from one of our clients… I have a PROSPECT that is close to closing the deal with me. They have around $3 million and as an enticement to come over to me I offered to give them a savings account rate of .75% for their savings. That is well above…
Lost Deal Due to Small Team Size
An interesting sales challenge from one of our clients… I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan. Each CFO/HR VP said essentially the same thing: They loved my fiduciary notebook. They thought that I could best communicate to their employees about…
A Never-Ending Sales Cycle!
This prospect came to me in the fall of 2010 looking for advice on his 401k and his wife’s 403b. His brother, who is a client, referred him. He called me. Husband is 55 and was a welder with a local company. Wife is also 55 and is a RN. They both had recently switched…
Sales Jeopardy
Every day across the world, there are hundreds of situations in sales known as sales jeopardy. Sales jeopardy is that moment in time, whether you’re face-to-face or on the phone, when you have made the presentation and are not getting a yes or a no.
Want To Close More Sales? LISTEN UP!
One of the very best closing tools that you all have in your back pocket is the ability to REALLY listen to a client or a prospect. That’s correct: really listening to a client or a prospect will move you closer to closing the deal. Why? The answer is very simple. When we REALLY listen…
Closing Questions or Statements
Many of us at the time of closing a sale or asking for the order have a difficult time finding what to say. The following is a list of questions and statements that will assist you in getting the application and order complete and will help you close more sales. One of the challenges that we…
