All Episodes
Episodes
Does Being Too Friendly Come With Downsides? - Stump The Guru
Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.If you eavesdropped inside a typical initial conversationbetween an advisor and...
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How To Know If You're Being Shopped?- Stump The Guru
When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale...
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How Can You Recover Lost Prospective Clients? - Stump The Guru
The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?You’ve done everything “by the book”....
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Why You Should Stop Building Relationships With Your Prospects - Stump The Guru
Are you overcompensating by going heavy on relationship-building in your sales process?Building deep trust with your prospects in your sales process does not require you to build a relationship with them.That's a BOMB...
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Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru
Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have...
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How To Avoid Falling Into The Black Hole Of Chasing Prospects - Stump The Guru
You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.You’ve invested time with them to understand their issues and provided information and education...
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Learn How To Recognize A “Smoke Screen” From Your Prospect - Stump The Guru
Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and...
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How To Reengage A “Lost” Sale - Stump The Guru
The life blood of your business is your ability to bring in new clients, consistently.Why is it that so many new client opportunities end up disappearing?You’ve done everything “by the book.” You’ve built a...
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How To Prevent Your Prospects From Ghosting You- Stump The Guru
What could be worse than having a qualified prospect slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn’t pressure...
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How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru
It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to...
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How Not To Have To Defend Yourself Or Your Offer - Stump The Guru
With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.The problem with that is if they’re giving you an objection that they believe is true and...
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How To Diffuse Your Prospects Objections - Stump The Guru
You’ve probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkward...
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