Discovering the Hidden Path to Sales Success

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The Challenge of Selling the Invisible: How Do You Make an Intangible Service Like Financial Planning More Compelling?

Because there’s no real way for most consumers to evaluate intangibles like the quality of your service or the depth of your expertise, new business may not be about your skillset. Instead, decisions are often made based on factors like personal connection and relationship to the advisor—and even how the advisor dresses, the look of the office, or the way the receptionist answers the phone.

Selling: The One Concept That Makes It Easier

Horsesmouth Essential: If “winging it” is the norm in your prospecting situations, you’re setting yourself up for mediocre results. Consider this idea if you want to be much more effective.

You’ve Got a Friend: The Amazing Power of Accountability

Human beings do better together. If you’re not realizing your intentions to improve yourself and your practice, an accountability partner may be the secret power you’ve been missing. For getting yourself to follow through, there are few better methods.