Get Wise to Your Advisor by Steven D. Lockshin

Author:Steven D. Lockshin
Language: eng
Format: epub
Publisher: Wiley
Published: 2013-08-06T16:00:00+00:00

Salesmanship 101

Effective salespeople know that a simple way to win over a potential client is to get him saying yes—or at least get the client nodding his head. I recall learning that if you can get a prospect to say “yes” seven times, then your likelihood of completing a sale goes up exponentially. Achieving that is simple: Just ask questions or make statements to which the only possible response is “yes” or “I agree.” A nod of the head counts as a success.

Here’s an idea of how such conversations typically go when advisors are doing the selling.

Advisor: I’ve been dealing with wealthy clients for many years. Most of these folks share some common goals. Rule #1 is that they want to be able to maintain their lifestyle no matter what.

Potential client: (Nods head, thinking, Yep, that’s me.)

Advisor: They want to minimize taxes. . . .

Potential client: (Nodding head) Yep.

Yep, that’s us. You got it. Uh-huh. Exactly!

Matt Corrado © 2013

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