/ by Don Connelly / Managing the Relationship / 0 comments
Although they may resist the terminology, financial advisors understand that to build a successful practice, they must be able to effectively sell themselves and their services. More to the point, they must be able to persuade prospects to become clients and then convince clients to act on their recommendations.
Advisors who work at developing their selling skills have likely heard of “assumptive selling”—a technique often misunderstood as aggressive sales tactics. Done right, it’s a powerful, ethical way to guide prospects toward decisions in their best interest. Many advisors join coaching programs to master this skill, which aims to convert prospects into clients with greater consistency —a crucial key to success as an advisor.
Assumptive selling isn’t about closing a sale; it’s about leading with confidence, building trust, and helping clients take the next step. In financial advising, where relationships drive success, this approach aligns perfectly with a client-first philosophy, fostering long-term partnerships built on clarity and trust.
Read more
Assumptive Selling in Financial Advising: How to Open Accounts with Confidence and Consistency
/ by Don Connelly / Managing the Relationship / 0 comments
Although they may resist the terminology, financial advisors understand that to build a successful practice, they must be able to effectively sell themselves and their services. More to the point, they must be able to persuade prospects to become clients and then convince clients to act on their recommendations.
Advisors who work at developing their selling skills have likely heard of “assumptive selling”—a technique often misunderstood as aggressive sales tactics. Done right, it’s a powerful, ethical way to guide prospects toward decisions in their best interest. Many advisors join coaching programs to master this skill, which aims to convert prospects into clients with greater consistency —a crucial key to success as an advisor.
Assumptive selling isn’t about closing a sale; it’s about leading with confidence, building trust, and helping clients take the next step. In financial advising, where relationships drive success, this approach aligns perfectly with a client-first philosophy, fostering long-term partnerships built on clarity and trust.
Read more