No News (Issue 928)
In which we are reminded to communicate frequently and accurately with clients as we’re selling and implementing after the sale. Read more »
In which we are reminded to communicate frequently and accurately with clients as we’re selling and implementing after the sale. Read more »
In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »
In which we are encouraged to think about the whole system we’re selling into rather than just the specific problem now on the table. Read more »
In which we are reminded to interpret our prospects’ and clients’ behavior and intentions through multiple experiences rather than just one. Read more »
In which we consider our occasional roles as sales “tour guides” for beginners. Read more »
In which we are reminded we cannot understand our clients’ as we see them now unless we understand how they got here…and how their journey influenced them. Read more »
In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »
In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »
In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client desire for them. Read more »
Published on The Financial Brand http://bit.ly/2mebmoN . Co-authored with David Kerstein from Peak Consulting Group, we offer critical steps to focus, train, and support branch team members so that that they are better able to offer perspective and advice on the financial challenges their customers face. Read more »
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