09 June 2024
When prospects go “off track” and we want to move forward with our offer, we need some soft phrases. Examples?
- “Some things feel more important than others.”
- “I am not sure how important this is to you ...”
- “We should spend our time talking about the more important things
We want to subtly redirect the conversation back to our offer without being pushy. Rapport is everything.
"How soon do you want to begin?"
When prospects tell us they want the benefits of what we offer, we can move the conversation along by asking, “How soon do you want these benefits?”
The key is to make this question a request to understand our prospect more … instead of making this sound like a pushy salesperson’s closing technique.
Talkers vs. Listeners
Teacher: "What do you call a person who keeps talking when no one is interested?"
Child: "An amateur insurance broker or Financial Advisor:
Why listening rocks and makes us superstars:
- Prevents misunderstanding. We understand our prospects’ thinking.
- Prospects feel our empathy. They have to love that!
- Opens up more opportunities as we listen for concerns and problems.
- When prospects feel heard, oh my! Feelings make decisions.
- We become more persuasive as prospects will trust us more.
- We save time as we know exactly what our prospects want to know.
- Prospects look at us as confident professionals who respect their opinions.
- We build trust and rapport.
- Prospects love us as no one else listens to them.
- Listening gives us a chance to gather our thoughts before speaking.
Why handicap ourselves by talking? Listening is so much easier and more effective.
Financial Advisors – Midlands
How to get clients without prospecting.
At no cost – Here are details of face-to-face Masterclass for Financials Advisors
Free ticket if booked in advance. Only 18 seats available.
Please find the details below. Click here for short video.
Date: Thursday 4th July April 2024
Time: 2:00 pm to 4:00 pm
Venue: Hogarths Hotel, Four Ashes Road, Dorridge, Solihull, B93 8QE
During this workshop, I will also include my "12 magic words" technique for
- Rapport, to turn a stranger into a friend.
- Key question to find out the prospects' biggest financial challenge
- How to close using the exact soft words.
This effective 12-word process I have shared at many MDRT events around the world.
Please don't miss this opportunity to take one of the 18 remaining seats at this venue.
Join us for an afternoon of knowledge-sharing and networking. We look forward to welcoming you to this impactful event.
Limited numbers, so confirmation required.
Email justyna@berniedesouza.com or call Bernie De Souza on 07795 600 700 to book your place.
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