Keep Your Clients Focused on What’s Knowable and Important

Keep Your Clients Focused on What’s Knowable and Important

The media has always run rampant with scary headlines. That’s how they increase readership or website traffic. However, in this period of increased market volatility, economic uncertainty, geopolitical upheaval, mixed COVID signals, and deepening political divisions, the headlines can be incredibly overwhelming or, at the very least, extremely distracting.

Trying to consume all the news coming at us 24/7 is like trying to drink from a firehose. It’s critical to understand that the barrage of bad news and hype around market events can trigger emotional reactions that often lead to making costly decisions around their finances.

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How to Convince Prospects and Clients That You Understand What They’re Going through

How to Convince Prospects and Clients That You Understand What They’re Going through

It’s long been said that people might forget what you say. But they will never forget how you made them feel.

There’s a lot of truth to that. And one of the first things your clients and prospects should feel is that you understand what they’re going through. Before some of you were born, there was a great, great sales trainer and educator named Zig Ziglar. Look him up! He learned to sell by selling brushes. Door-to-door.

He went on more sales calls before breakfast than some of you go on in a month. And he used to say “People don’t care how much you know, until they know how much you care… about them.”

There’s two steps to that equation: First, you need to genuinely understand what they are going through. Second, you need to communicate that to them.

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