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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Overcoming Objections: Everything Financial Advisors Need to Know about It
March 28, 2016 / by Diana Marinova / Connelly Corner, Prospecting / 2 comments
As we all know, the #1 reason for failure among Financial Advisors and Wholesales is they don’t see enough people. What you may not know is that many of them avoid prospecting because they don’t have a clue how to overcome prospects’ objections. If this is what’s keeping you from having your appointments book full, today’s post will teach you everything you need to know about overcoming objections. Read on.
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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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