All Episodes
Episodes
"Should You Be Overcoming Objections?" - Stump The Guru
Objections are a common part of the sales process, but here’s a thought: What if trying to “overcome” them is actually working against you? When we push against objections, we’re not connecting with the true concerns...
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Is Information Really What Your Prospects Want From You? - Stump The Guru
We often assume that more information is what our prospects need. But what if that’s not the case? In reality, giving too much information too soon can overwhelm them and drive them away. What they really want is...
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Are You Defending Yourself When Challenged? - Stump The Guru
When you're challenged by a prospect, your first instinct might be to defend yourself. But what if that’s not the best response? Defending yourself can create a barrier between you and the prospect, making it harder...
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Are You A Trusted Advisor Or A Trusted Authority? - Stump The Guru
As a highly competent advisor with years of experience, it’s easy to assume that your accrued expertise is all you need to successfully acquire new clients at a steady pace.You have a respectable book of business that...
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Why Relying On Referrals Is A Liability - Stump The Guru
For a long time, referrals were the “I’ve made it, I’m good at what I do, I don’t need to market myself,” safe zone for many advisors.As referrals started coming in, there was a sense of relief that you could keep...
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Are Prospects Slipping Through Your Fingers?- Stump The Guru
What could be worse than having a qualified prospect who you can help, slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you...
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How to End the Sales Conversation, Without Ending The Sale - Stump The Guru
Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward -- so we don’t lose momentum, ending in losing...
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Do You Have "The Curse of The Mastery"? - Stump The Guru
Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can.The curse of mastery also comes with this...
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Why Your Prospects Won’t Take the Next Step - Stump The Guru
How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you?For most advisors, it’s far too...
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Are You Doing Free Consulting? - Stump The Guru
A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”.Free...
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Is The Hard Sell Obsolete? - Stump The Guru
As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into...
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How to Become Problem-Centric in Your Approach - Stump The Guru
Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at...
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