Sales Training
It was an honour to be featured on The Exceptional Sales Leader Podcast with the welcoming and engaging Darren Mitchell, I had the wonderful opportunity to share my insights on sales, leadership, and human connection. What started as a fireside chat evolved into an engaging discussion on what truly makes a great leader and a…
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What sets top business leaders apart? It’s not just technical expertise—it’s the ability to build trust, understand client values, and guide them with emotional intelligence. I recently had the incredible opportunity to sit down with Keith Ford at the IFA for a podcast episode around the Intergenerational Wealth Transfer. Keith Ford, a prominent figure in…
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Sales is, by far, one of the most essential activities in business. A quick Google search will reveal millions of articles on how to become better at sales and while many will promise the “secrets” of sales or the one strategy that will boost your conversions, the truth is, it comes down to consistency, the…
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I know people don’t like to admit they are in sales, but the truth is we all are somehow. If we aren’t selling the benefits of a product and service to our clients and explaining how it meets their needs, we are selling ourselves as the expert they can trust. Most people resist the label…
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Why is it that some planners get so worried when it comes to discussing the price of a financial plan? Perhaps you have experienced it yourself, where you have shied away from talking about price with your clients? Each week I get the opportunity to observe financial planners in meetings with their clients. Some are…
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Do you know what your TRUE conversion rate is? I often ask this of financial advisers I work with and they usually come back with a confident answer of “I convert 80-90% of my sales meetings”. But when we plug the real figures into a calculator the reality is, it’s a lot closer to 40-50%…
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Are the questions you’re asking – or not asking – stopping you from uncovering more client needs? I get to observe Financial Planners conduct interviews each week and find the questions you ask clients not only tell you a lot about them, but they also tell your client a lot about you. I always find it…
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As a leader, you are bound to experience team members making excuses about why they can’t, won’t or didn’t do something they were asked or expected to do. While excuses every so often can be understandable – expected even, when they are regularly given you need to act. Here are four ways you can overcome…
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It’s hard to lead a team when none of them want to follow you, yet for many leaders this is exactly what they try to do. Wrapped up in the authority of their position they forget that a leadership position is one of serving others. I always remember the quote by Jack Welch “Before you…
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Despite how different our businesses and teams can be, as leaders we can experience similar challenges that can impact our ability to lead effectively. From establishing direction and meeting targets to managing team members and customers, each day can bring with it a unique set of challenges. At times, these challenges can be overwhelming, and…
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