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A Sense of Urgency NOW!

In Power Sales by Rick Wollman4 Comments

How many meetings does it take a financial advisor to close? Nope this isn’t a joke. Although I wanted it to be, but I just couldn’t think of a punch line. During conversations with clients over the past few months this topic seems to be very prevalent. A good number of salespeople are having a real challenge creating a sense …

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I LOVE Objections

In Power Sales by Rick Wollman4 Comments

How do you feel when a client gives you an objection? Uneasy, tensed, stressed, uncomfortable? How do you react? Are you defensive, anxious? Do you turn into a salesperson and try to sell, coerce and convince the objection away? Does your body language get all tense? If you’re like most salespeople you get a little uncomfortable and impatient when objections arise. …

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Did You Wake Up Today?

In Power Sales by Rick Wollman8 Comments

I thought I would change things up a bit and talk about something that all of us should have in our lives; GRATITUDE.  Before I start I would like to give a ‘shout out’ to my client Milt in Western NY who suggested I post this. It’s perfect timing because this past weekend I was at my son Max’s Ithaca …

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Rejection and the 4 S’s

In Power Sales by Rick Wollman16 Comments

Rejection and the 4 S’s Did you know that Salespeople face rejection more than any other industry? Rejection is all around us on a daily basis. Direct marketers who solicit us on the phone are probably the only ones who get rejected more than us. But do you know the difference between us (salespeople) and direct marketers when it comes …

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Hey, You Got A Problem?

In Power Sales by Rick WollmanLeave a Comment

I got a Solution Sorry for the ‘in your face’ NY attitude. I just wanted to get your attention. Did it work? We all have problems. I can’t tell you how many times the word Problem or as I call it the ‘P word’ comes out of my client’s mouth. Everywhere we go, no matter who we are with inevitably the …

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The Best Way EVER to Ask and Get Referrals! Pt. III

In Power Sales by Rick Wollman4 Comments

Ok, you’ve made it this far. Nice Job. However you have one last important step. Capitalizing on the referrals you’ve gotten by getting appointments. After all what good is it if you did all the previous steps but never got appointments out of it? I know I’ve given you a lot so far, so let’s sum up everything to this …

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The Best Way EVER to Ask and Get Referrals! Pt. II

In Power Sales by Rick Wollman2 Comments

‘ NOTE: If you haven’t done so please read the previous two posts – ‘Referrals, Please Read This’ and The Best Way EVER Pt. I Ok, so now you’ve made a sale AND the client is now in a peak state because he/she fully understands and loves all the benefits you have provided. You are now set up perfectly to ask for …

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Referrals – Read This!

In Power Sales by Rick WollmanLeave a Comment

Referrals are a State of Mind  Referrals, Referrals, Referrals. How many ways have you heard trainers, coaches and managers tell you to get referrals? Yet, why do most salespeople constantly struggle getting them? You ask any salesperson and they will give you their own referral script. Yet when you ask them how successful they are, the plethora of excuses come forward. Do …

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The Call Reluctance Virus – Pt. 2 The CURE

In Power Sales by Rick WollmanLeave a Comment

Ok, thanks for sticking with me on this. The CURE: Remember your objective is always about the client and your outcome is always selfishly for you. So your objective for picking up the phone is to inspire, develop rapport and let that client know you only want to provide free value. Let me explain When you come from a place of inspiring …