Advanced Sales Clinics

 
 

Half and full day sessions that let internal and external wholesalers take a deep dive into topics that impact sales right now. Perfect for national sales meetings or anytime the wholesaling team needs an extra shot of sales mojo.

 
 

 
 
 

Sales Skill Clinics

 

Opening an Outbound Call

The first few seconds of an outbound call are make or break. Even so, many internals open calls in ways that set themselves up for failure.

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Twenty Questions that Work

Good questions are the heart and soul of a successful sales conversation. When you up your questioning game, you sell more. Promise.

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Presenting Over the Phone

Not simply a slimmed-down version of a face-to-face presentation and without the help of visual aids or a warm handshake.

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Pre-empting and Managing Objections

It’s so much easier to pre-empt an objection than to overcome it. Learn how to get out in front of pushback and recognize objections in disguise.

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The Art of the Close

Successful sales interactions always end with the buyer agreeing to take a next step, or if you prefer, a close.  This close should be something other than“I’ll give you a call in a couple of weeks.”

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Assessing Urgency and Follow Up

Your sense of urgency is a lot higher than that of the person you are selling to, but the last thing you want is to sound desperate.

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Listening to Understand

“Most people do not listen with the intent to understand; they listen with the intent to reply. They’re either speaking or preparing to speak.”

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Managing Relationships Over Time

When a new producer comes on board, some things about the way you sell to them should change and some shouldn’t.

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What’s Popular Now

 
 

Emails that Work

Email is the new outbound call. As more and more advisors prefer email interactions over phone conversations, internals need to develop the skills necessary to engage both prospects and current producers.

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Sales Desk Managers and Metrics

This clinic helps sales desk managers define quantitative and qualitative measurements that drive sales and minimize unproductive behaviors. It goes beyond dials and fuzzy definitions of what counts as a quality conversation.

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External Partnering

When externals and internals form an effective partnership, 1 + 1 = 3. Learn best practices and develop a territory partnering plan.

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Hybrid Wholesaling

Hybrids aren’t just senior internals or junior externals. They need a unique set of skills to avoid pitfalls and successfully balance field and phone.

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Pipelines You Can Count On

Don’t let wishing and hoping clog your sales pipeline. Know which opportunities are real and what you need to do to close them.

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Managing Your Day

Learn best practices that ensure you’ll get more done than your colleagues, and with less effort.

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Stuck Sales

Learn how to prevent opportunities from getting stuck and, better yet, how to make sure they don’t get stuck in the first place. 

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