Deal with Objections Before They Become Mindsets

Deal with Objections Before They Become Mindsets

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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5 Traits You Need to Have If You’re to Build Strong Relationships with Clients

5 Traits You Need to Have If You’re to Build Strong Relationships with Clients

Your personal likeability and trustworthiness are more important than your professional knowledge when it comes to winning and building enduring client relationships. Professional credentials, while important, are only a backstop to the forging of strong personal connections. Focus on developing your soft skills.

Here are five traits you need if you want to create long-lasting relationships with clients and become more referable.

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Every Financial Advisor Needs to Tell Great Stories

Human beings have an innate desire to tell and listen to stories. Good stories grab the attention and inspire people to act, which is why storytelling should be an essential tool in your armory. If you become a great storyteller, prospects and clients will leave your office remembering both you and your message.

Stories are also a great way to help make the unfamiliar familiar – they promote the understanding of complex issues. Plus, they’re effective at creating an emotional bond between storyteller and listener.

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How to Get Prospects Off The Fence

How to Get Prospects Off The Fence

When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.

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How to Develop Your ‘Who I am Story’

How to Develop Your Who I am Story

To succeed as a financial advisor you need to find a compelling method of differentiating yourself from the competition. To get to the top you need to stand out as being likeable and trustworthy so that clients will want to do business with you. A great way to build rapport with clients is to tell stories and in particular, you should spend some time developing a ‘who I am story’.

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