February 24, 2020 / by Don Connelly / Prospecting / 0 comments
Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re constantly dealing with the same objections at the end of your initial presentation, you’re already at a disadvantage – and very likely you’ve lost the chance to win the client.
If you’ve gone for the close and asked for the order, and the prospective client is still raising objections, the battle is on. It’s a signal that the prospect’s mental shields are up. In fact, you may not even be seriously in the fight anymore. This is the case when the objection the person is giving you is not the real objection.
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Deal with Objections Before They Become Mindsets
February 24, 2020 / by Don Connelly / Prospecting / 0 comments
Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re constantly dealing with the same objections at the end of your initial presentation, you’re already at a disadvantage – and very likely you’ve lost the chance to win the client.
If you’ve gone for the close and asked for the order, and the prospective client is still raising objections, the battle is on. It’s a signal that the prospect’s mental shields are up. In fact, you may not even be seriously in the fight anymore. This is the case when the objection the person is giving you is not the real objection.
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What Does It Take to Turn a Prospect into a Client?
December 10, 2018 / by Don Connelly / Prospecting / 0 comments
If you’re booking plenty of appointments, that’s great news. But if you’re not consistently opening new accounts as a result, it’s a wasted effort. Read on to find out what you need to do to turn a prospect into a client.
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Do You Have What It Takes to Be a Financial Advisor?
February 19, 2018 / by Don Connelly / Best Practices / 2 comments
Top financial advisors almost always possess the same traits and skills. Not only do they have a great work ethic and a determination to succeed, but their interpersonal skills are second to none. In particular, elite advisors ooze charisma – a charisma which they use to influence people.
In this post we’ll look at what it takes to be a Financial Advisor and some skills successful advisors share.
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4 Behaviors to Avoid if You Want to Allay Client Concerns
January 29, 2018 / by Don Connelly / Managing the Relationship / 0 comments
In the first meeting with you, prospective clients may be unsure if investing is the right thing to do. They may also have concerns about whether you are the right person to advise them. How you behave in your first meeting will dictate what happens next. You need to act to allay not only their objections around the investment process itself, but to eliminate any concerns they may have about working with you personally.
To make sure you leave them in no doubt about your ability, never do the following four things.
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6 Steps to Help Create Urgency with Prospects
November 21, 2016 / by Don Connelly / Prospecting / 0 comments
Creating urgency with prospects is a crucial yet often overwhelming obstacle for many advisors. The problem is how to get prospects to act, rather than deliberate and how to react when a prospect says ‘I’ll get back to you’ or ‘I need to think about it’. It’s essential to have a strategy in place for getting prospects off the fence – otherwise your business will go nowhere. Here are some practical ways you can help initiate this process.
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Visualization Techniques Help Financial Advisors Succeed
April 13, 2015 / by Don Connelly / Best Practices / 0 comments
Visualization is a technique used by many top athletes to help them stay at the top of their game. It’s what athletes call ‘mental rehearsal’. They develop clear pictures in their mind of what they want to happen, and repeat these images over and over, rehearsing the mind to enable the body to perform what has been visualized. It’s a highly effective technique with some studies reporting that practicing visualization improves performance almost as much as physical practice alone.
Visualization is not just for athletes either. It’s a highly valuable tool that can help you succeed in your career as a financial advisor.
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How to Anticipate, Overcome and Avoid Getting Objections
October 13, 2014 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
In our most recent webinar we discussed the issue of client objections. Why do we get objections, what objections are we likely to get, and how do we overcome them? More to the point, can objections be avoided entirely?
We concluded that successfully overcoming objections is a stepping stone in the relationship-building process.
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Objection Handling – Is It Possible to Forestall Objections?
September 18, 2014 / by Don Connelly / Don Guest Authoring at..., Prospecting / 0 comments
This is a guest post by Don Connelly, originally published on FA Magazine website.
The late Zig Ziglar observed that every sale has five basic obstacles: no need, no money, no hurry, no desire, or no trust. Which of these obstacles is a Financial Advisor likely to experience and can they be forestalled?
We can eliminate three of those obstacles as unlikely.
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New Year’s Resolutions for 2014
December 30, 2013 / by Don Connelly / What's New / 2 comments
I make too many New Year’s resolutions. I know that because I have never once kept them all. That’s ironic since I preach simplicity. So this year, I’m going to eat my own cooking. I’m going to simplify my list. I’m going to make one resolution for you and one resolution for me. Let’s start with you.
Repeat after me: In 2014, I resolve to ask for the order.
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