22 September 2024
This is easy to master. Simply ask questions and allow our prospects to talk.
If we are a “talker” and “presenter” to prospects, we are at a disadvantage. Prospects will perceive us a salesperson and react accordingly.
But a few questions, some easy conversation, and prospects react without the negative agenda that sales bring to conversations.
So, for new Advisors, assure them that if they listen, they win. It will be much easier when prospects are relaxed and not worried about our sales agenda.
Why we should use more stories
- Our human brains are designed to learn by stories. It is the fastest way to connect and transfer our message or offer.
- Prospects believe stories. There is no reason for them to be sceptical. We are just reporting what happened in our stories.
- Humans have a story addiction. If someone starts a story, we have to listen.
Now, if we don’t know how to start a story, here are some opening prompts we could use to get us started:
- When I was young …
- Here is what happened to …
- This is what ____ told me …
- While eating this yard-long pizza …
- I got thinking …
- Last week …
- Suppose that …
- My biggest mistake was …
- Imagine that …
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 26th September 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.
Humour
Eating too much Pi increases your circumference.
Surgeon to Kim Kardashian: "I removed your ego as it was blocking your reality."
I was delighted when the Tax authorities wrote to me and said that my tax return was "outstanding," especially since I don't even remember sending it in.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
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