20 November 2022
Well, you know how some of our clients sit on the fence and they continually want to think it over?
These 2 words will really be helpful – “Comfortable” and “uncomfortable”
So…
Stage 1 – is to make our client feel comfortable that they have not made a decision
Stage 2 – is to disarm them of their objections
Stage 3 – is to make them aware of our concern
Stage 4 – is to make them aware of their problem
Stage 5 – if you use the following sentence below, everyone feels better. This is only an example of course - you can adjust it for your business and profession
“Mr Client, I am totally comfortable with the fact you want to take your time to transfer your pension over. However, I was totally uncomfortable with the thought of you losing the chance of your money working harder for your retirement. Would it be okay if we met to make sure you’re not working longer than you need to?”
Humour
A doctor, out on his morning walk, noticed a wrinkled old lady sitting on her front step smoking a cigar, with a huge smile on her face.
"I couldn't help but notice how happy you look! What's your secret?" asked the doctor.
"Every day I smoke ten cigars, drink a bottle of wine and eat pizzas and burgers. I've never done any exercise since the day I left school," replied the old lady.
"That's absolutely amazing! You must have inherited some great genes. May I ask how old you are?" asked the doctor.
"Thirty-four," she replied.
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