The Big Pictures (Issue 924)
In which we consider our occasional roles as sales “tour guides” for beginners. 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 »
In which we are reminded to ditch the cultural assumptions and to ask open-ended questions. Read more »
In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »
In which we are encouraged to include some “momentum” questions in our discussions with our clients. Read more »
In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »
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