A Consultative Interview Process
Elements of a good Consultative Interview with a new prospect include: • A list of carefully scripted questions, done before a meeting. Preparation is a key to success in moving a sale forward. • An agenda for the meeting. Prospects are looking to you to let them know what to expect during your time together. […]
Socrates on Sales …
The essence of our ability to influence others is Socratic in nature. The Socratic method is a form of inquiry and discussion between individuals, based on asking and answering questions to stimulate critical thinking and illuminate ideas. For Financial Advisors, it’s the skill of using questions to allow people to realize how you can help […]
The Cost of Turning Pro in Sales
How many people actually consider sales as a profession? For comparison sake, let’s turn to other professions for a moment: What does it cost to become a doctor or an attorney? Besides the enormous tuition they pay, how much do these aspiring M.D.’s and lawyers read, study, get tested, get trained, do internships, etc.? By […]
The Myth of the “Gift of Gab”
The essence of Financial Advisor activity needs to be about interacting with their clients, their prospects and their networking associates. When I say “interact,” it doesn’t mean that FA’s should be constantly running off at the mouth. A lot of people have been told, “Hey, you’ve got the gift of gab – you oughta go […]