Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker
The startling news was dropped during a Private Coaching call with “Hal” (not his real name), who was a new(er) external wholesaler.
Hal worked at a firm that has had multiple senior-level management shake-ups, along with dubious local management support.
As we got past the niceties and into the purpose of the coaching session, Hal took a sharp left turn and explained that he had received a call from the home office – and he was no longer employed with the firm.
You’ve been invited to speak at a sales meeting.
According to the sales manager there should be 30 advisors in attendance.
In exchange for your “support” (read: $200) you will have a solid fifteen minutes to pitch whatever you want.
Oh, and the manager tells you that you will be one of six (6) wholesalers on the agenda.
Some skills that wholesalers employ really separate the men from the boys, the posers from the superstars, the wheat from the……well you get the idea.
One of those advanced skills is Forward Scheduling.
Picture this sequence of events:
At a recent 2 hour workshop session for a group of wholesalers, one of the activities we did was strengthening the quality of the questions that they asked both existing advisors (to deepen the relationship) and prospects (to find the point of pain).
25 years in Distribution and my friends and family cannot describe what I do!
A picture is worth a thousand words:
